{"version":"1.0.0","segments":[{"speaker":"John Tyreman","startTime":19.162,"endTime":19.452,"body":"Welcome"},{"speaker":"John Tyreman","startTime":19.462,"endTime":19.882,"body":"back"},{"speaker":"John Tyreman","startTime":19.892,"endTime":20.382,"body":"business"},{"speaker":"John Tyreman","startTime":20.382,"endTime":21.182,"body":"developers,"},{"speaker":"John Tyreman","startTime":21.232,"endTime":21.562,"body":"doers,"},{"speaker":"John Tyreman","startTime":21.572,"endTime":22.022,"body":"sellers,"},{"speaker":"John Tyreman","startTime":22.062,"endTime":22.802,"body":"marketers,"},{"speaker":"John Tyreman","startTime":22.812,"endTime":23.162,"body":"firm"},{"speaker":"John Tyreman","startTime":23.162,"endTime":23.772,"body":"leaders"},{"speaker":"John Tyreman","startTime":24.012,"endTime":24.172,"body":"to"},{"speaker":"John Tyreman","startTime":24.172,"endTime":24.472,"body":"another"},{"speaker":"John Tyreman","startTime":24.472,"endTime":25.052,"body":"episode"},{"speaker":"John Tyreman","startTime":25.092,"endTime":25.402,"body":"of"},{"speaker":"John Tyreman","startTime":25.482,"endTime":26.172,"body":"breaking"},{"speaker":"John Tyreman","startTime":26.182,"endTime":26.542,"body":"biz"},{"speaker":"John Tyreman","startTime":26.542,"endTime":26.982,"body":"dev."},{"speaker":"John Tyreman","startTime":27.402,"endTime":27.702,"body":"I'm"},{"speaker":"John Tyreman","startTime":27.702,"endTime":28.072,"body":"John"},{"speaker":"John Tyreman","startTime":28.082,"endTime":28.402,"body":"he's"},{"speaker":"John Tyreman","startTime":28.402,"endTime":28.732,"body":"Mark."},{"speaker":"John Tyreman","startTime":28.752,"endTime":28.922,"body":"And"},{"speaker":"John Tyreman","startTime":28.922,"endTime":29.212,"body":"today"},{"speaker":"John Tyreman","startTime":29.212,"endTime":29.342,"body":"we're"},{"speaker":"John Tyreman","startTime":29.342,"endTime":29.462,"body":"going"},{"speaker":"John Tyreman","startTime":29.462,"endTime":29.552,"body":"to"},{"speaker":"John Tyreman","startTime":29.562,"endTime":29.892,"body":"break"},{"speaker":"John Tyreman","startTime":29.892,"endTime":30.162,"body":"down"},{"speaker":"John Tyreman","startTime":30.162,"endTime":30.322,"body":"how"},{"speaker":"John Tyreman","startTime":30.322,"endTime":30.592,"body":"you"},{"speaker":"John Tyreman","startTime":30.592,"endTime":30.722,"body":"can"},{"speaker":"John Tyreman","startTime":30.722,"endTime":31.202,"body":"create"},{"speaker":"John Tyreman","startTime":31.212,"endTime":31.462,"body":"new"},{"speaker":"John Tyreman","startTime":31.462,"endTime":31.922,"body":"business"},{"speaker":"John Tyreman","startTime":31.922,"endTime":32.782,"body":"opportunities"},{"speaker":"John Tyreman","startTime":32.822,"endTime":33.192,"body":"within"},{"speaker":"John Tyreman","startTime":33.232,"endTime":33.832,"body":"industries"},{"speaker":"John Tyreman","startTime":33.832,"endTime":33.912,"body":"or"},{"speaker":"John Tyreman","startTime":33.912,"endTime":34.572,"body":"markets"},{"speaker":"John Tyreman","startTime":34.752,"endTime":34.972,"body":"you're"},{"speaker":"John Tyreman","startTime":34.972,"endTime":35.382,"body":"familiar"},{"speaker":"John Tyreman","startTime":35.382,"endTime":35.692,"body":"with."},{"speaker":"John Tyreman","startTime":36.072,"endTime":36.312,"body":"We"},{"speaker":"John Tyreman","startTime":36.312,"endTime":36.562,"body":"call"},{"speaker":"John Tyreman","startTime":36.562,"endTime":36.962,"body":"these"},{"speaker":"John Tyreman","startTime":37.122,"endTime":37.962,"body":"segments."},{"speaker":"John Tyreman","startTime":38.222,"endTime":38.312,"body":"I'm"},{"speaker":"John Tyreman","startTime":38.312,"endTime":38.752,"body":"excited"},{"speaker":"John Tyreman","startTime":38.752,"endTime":38.822,"body":"to"},{"speaker":"John Tyreman","startTime":38.822,"endTime":39.052,"body":"dive"},{"speaker":"John Tyreman","startTime":39.052,"endTime":39.252,"body":"into"},{"speaker":"John Tyreman","startTime":39.252,"endTime":39.582,"body":"this."},{"speaker":"John Tyreman","startTime":39.642,"endTime":39.942,"body":"Mark,"},{"speaker":"John Tyreman","startTime":39.942,"endTime":40.032,"body":"how"},{"speaker":"John Tyreman","startTime":40.032,"endTime":40.082,"body":"are"},{"speaker":"John Tyreman","startTime":40.082,"endTime":40.162,"body":"you"},{"speaker":"John Tyreman","startTime":40.162,"endTime":40.362,"body":"doing"},{"speaker":"John Tyreman","startTime":40.362,"endTime":40.712,"body":"today?"},{"speaker":"Mark Wainwright","startTime":41.182,"endTime":41.332,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":41.332,"endTime":41.602,"body":"great."},{"speaker":"Mark Wainwright","startTime":41.612,"endTime":41.832,"body":"That's"},{"speaker":"Mark Wainwright","startTime":41.832,"endTime":42.002,"body":"so"},{"speaker":"Mark Wainwright","startTime":42.002,"endTime":42.242,"body":"funny,"},{"speaker":"Mark Wainwright","startTime":42.242,"endTime":42.382,"body":"John."},{"speaker":"Mark Wainwright","startTime":42.392,"endTime":42.512,"body":"You"},{"speaker":"Mark Wainwright","startTime":42.512,"endTime":42.692,"body":"just"},{"speaker":"Mark Wainwright","startTime":42.692,"endTime":43.082,"body":"invited"},{"speaker":"Mark Wainwright","startTime":43.112,"endTime":43.592,"body":"everybody"},{"speaker":"Mark Wainwright","startTime":43.592,"endTime":43.672,"body":"in"},{"speaker":"Mark Wainwright","startTime":43.672,"endTime":43.782,"body":"the"},{"speaker":"Mark Wainwright","startTime":43.782,"endTime":44.112,"body":"entire"},{"speaker":"Mark Wainwright","startTime":44.112,"endTime":44.532,"body":"planet."},{"speaker":"Mark Wainwright","startTime":44.612,"endTime":45.002,"body":"Everybody"},{"speaker":"Mark Wainwright","startTime":45.072,"endTime":45.352,"body":"just"},{"speaker":"Mark Wainwright","startTime":45.702,"endTime":45.872,"body":"bring"},{"speaker":"Mark Wainwright","startTime":45.872,"endTime":45.952,"body":"your"},{"speaker":"Mark Wainwright","startTime":45.952,"endTime":46.092,"body":"whole"},{"speaker":"Mark Wainwright","startTime":46.092,"endTime":46.392,"body":"firm."},{"speaker":"Mark Wainwright","startTime":46.542,"endTime":46.722,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":46.722,"endTime":46.922,"body":"okay"},{"speaker":"Mark Wainwright","startTime":46.922,"endTime":47.082,"body":"with"},{"speaker":"Mark Wainwright","startTime":47.082,"endTime":47.312,"body":"that."},{"speaker":"Mark Wainwright","startTime":47.402,"endTime":47.552,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":47.552,"endTime":47.722,"body":"okay"},{"speaker":"Mark Wainwright","startTime":47.722,"endTime":47.852,"body":"with"},{"speaker":"Mark Wainwright","startTime":47.852,"endTime":48.012,"body":"that."},{"speaker":"John Tyreman","startTime":48.252,"endTime":48.502,"body":"There's"},{"speaker":"John Tyreman","startTime":48.502,"endTime":48.562,"body":"a"},{"speaker":"John Tyreman","startTime":48.562,"endTime":48.862,"body":"number"},{"speaker":"John Tyreman","startTime":48.862,"endTime":48.942,"body":"of"},{"speaker":"John Tyreman","startTime":48.942,"endTime":49.212,"body":"different"},{"speaker":"John Tyreman","startTime":49.212,"endTime":49.522,"body":"ways"},{"speaker":"John Tyreman","startTime":49.522,"endTime":49.702,"body":"to"},{"speaker":"John Tyreman","startTime":49.712,"endTime":50.362,"body":"develop"},{"speaker":"John Tyreman","startTime":50.362,"endTime":50.572,"body":"new"},{"speaker":"John Tyreman","startTime":50.592,"endTime":51.102,"body":"business."},{"speaker":"John Tyreman","startTime":51.102,"endTime":51.212,"body":"You"},{"speaker":"John Tyreman","startTime":51.212,"endTime":51.402,"body":"know,"},{"speaker":"John Tyreman","startTime":51.402,"endTime":51.752,"body":"doer"},{"speaker":"John Tyreman","startTime":51.752,"endTime":52.412,"body":"sellers,"},{"speaker":"John Tyreman","startTime":52.422,"endTime":53.072,"body":"dedicated"},{"speaker":"John Tyreman","startTime":53.102,"endTime":53.372,"body":"BD"},{"speaker":"John Tyreman","startTime":53.372,"endTime":54.122,"body":"professionals."},{"speaker":"John Tyreman","startTime":54.132,"endTime":54.322,"body":"So,"},{"speaker":"John Tyreman","startTime":54.322,"endTime":54.462,"body":"you"},{"speaker":"John Tyreman","startTime":54.462,"endTime":54.552,"body":"know,"},{"speaker":"John Tyreman","startTime":54.552,"endTime":54.682,"body":"we"},{"speaker":"John Tyreman","startTime":54.682,"endTime":54.902,"body":"want"},{"speaker":"John Tyreman","startTime":54.902,"endTime":55.072,"body":"to"},{"speaker":"John Tyreman","startTime":55.122,"endTime":55.482,"body":"be"},{"speaker":"John Tyreman","startTime":55.492,"endTime":56.242,"body":"encompassing"},{"speaker":"John Tyreman","startTime":56.262,"endTime":56.422,"body":"of"},{"speaker":"John Tyreman","startTime":56.472,"endTime":56.792,"body":"all."},{"speaker":"John Tyreman","startTime":56.802,"endTime":56.932,"body":"It's"},{"speaker":"John Tyreman","startTime":56.932,"endTime":57.012,"body":"a"},{"speaker":"John Tyreman","startTime":57.022,"endTime":57.272,"body":"big"},{"speaker":"John Tyreman","startTime":57.282,"endTime":57.602,"body":"tent"},{"speaker":"John Tyreman","startTime":57.612,"endTime":57.882,"body":"here"},{"speaker":"John Tyreman","startTime":57.882,"endTime":57.992,"body":"at"},{"speaker":"John Tyreman","startTime":57.992,"endTime":58.332,"body":"Breaking"},{"speaker":"John Tyreman","startTime":58.332,"endTime":58.602,"body":"Biz"},{"speaker":"John Tyreman","startTime":58.602,"endTime":58.852,"body":"Dev."},{"speaker":"John Tyreman","startTime":58.852,"endTime":58.872,"body":"We"},{"speaker":"John Tyreman","startTime":58.882,"endTime":59.072,"body":"want"},{"speaker":"John Tyreman","startTime":59.072,"endTime":59.122,"body":"to"},{"speaker":"John Tyreman","startTime":59.122,"endTime":59.282,"body":"make"},{"speaker":"John Tyreman","startTime":59.282,"endTime":59.532,"body":"sure"},{"speaker":"John Tyreman","startTime":59.532,"endTime":59.802,"body":"that"},{"speaker":"John Tyreman","startTime":60.122,"endTime":60.392,"body":"all"},{"speaker":"John Tyreman","startTime":60.392,"endTime":60.832,"body":"firms"},{"speaker":"John Tyreman","startTime":60.832,"endTime":60.952,"body":"of"},{"speaker":"John Tyreman","startTime":60.952,"endTime":61.112,"body":"all"},{"speaker":"John Tyreman","startTime":61.112,"endTime":61.672,"body":"sizes"},{"speaker":"John Tyreman","startTime":61.672,"endTime":61.742,"body":"are"},{"speaker":"John Tyreman","startTime":61.742,"endTime":61.932,"body":"able"},{"speaker":"John Tyreman","startTime":61.932,"endTime":62.022,"body":"to"},{"speaker":"John Tyreman","startTime":62.022,"endTime":62.372,"body":"develop"},{"speaker":"John Tyreman","startTime":62.372,"endTime":62.852,"body":"business."},{"speaker":"Mark Wainwright","startTime":63.162,"endTime":63.502,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":63.582,"endTime":63.852,"body":"I"},{"speaker":"Mark Wainwright","startTime":63.852,"endTime":64.202,"body":"read"},{"speaker":"Mark Wainwright","startTime":64.202,"endTime":64.722,"body":"Something"},{"speaker":"Mark Wainwright","startTime":64.722,"endTime":65.272,"body":"recently."},{"speaker":"Mark Wainwright","startTime":65.272,"endTime":65.642,"body":"Someone"},{"speaker":"Mark Wainwright","startTime":65.642,"endTime":65.852,"body":"did"},{"speaker":"Mark Wainwright","startTime":65.852,"endTime":66.042,"body":"some"},{"speaker":"Mark Wainwright","startTime":66.042,"endTime":66.412,"body":"very"},{"speaker":"Mark Wainwright","startTime":66.412,"endTime":66.932,"body":"extensive"},{"speaker":"Mark Wainwright","startTime":66.932,"endTime":67.302,"body":"research"},{"speaker":"Mark Wainwright","startTime":67.302,"endTime":67.392,"body":"and"},{"speaker":"Mark Wainwright","startTime":67.392,"endTime":67.452,"body":"I"},{"speaker":"Mark Wainwright","startTime":67.462,"endTime":67.632,"body":"think"},{"speaker":"Mark Wainwright","startTime":67.632,"endTime":67.732,"body":"we"},{"speaker":"Mark Wainwright","startTime":67.732,"endTime":67.882,"body":"may"},{"speaker":"Mark Wainwright","startTime":67.882,"endTime":68.122,"body":"touch"},{"speaker":"Mark Wainwright","startTime":68.122,"endTime":68.242,"body":"on"},{"speaker":"Mark Wainwright","startTime":68.242,"endTime":68.452,"body":"this"},{"speaker":"Mark Wainwright","startTime":68.462,"endTime":68.582,"body":"in"},{"speaker":"Mark Wainwright","startTime":68.582,"endTime":68.692,"body":"a,"},{"speaker":"Mark Wainwright","startTime":68.972,"endTime":69.282,"body":"future"},{"speaker":"Mark Wainwright","startTime":69.282,"endTime":69.672,"body":"episode"},{"speaker":"Mark Wainwright","startTime":69.692,"endTime":69.842,"body":"that"},{"speaker":"Mark Wainwright","startTime":69.842,"endTime":69.922,"body":"I"},{"speaker":"Mark Wainwright","startTime":69.932,"endTime":70.272,"body":"shared"},{"speaker":"Mark Wainwright","startTime":70.272,"endTime":70.432,"body":"with"},{"speaker":"Mark Wainwright","startTime":70.442,"endTime":70.822,"body":"you"},{"speaker":"Mark Wainwright","startTime":71.252,"endTime":71.482,"body":"that"},{"speaker":"Mark Wainwright","startTime":71.482,"endTime":71.772,"body":"says"},{"speaker":"Mark Wainwright","startTime":71.772,"endTime":71.992,"body":"that"},{"speaker":"Mark Wainwright","startTime":71.992,"endTime":72.252,"body":"funny"},{"speaker":"Mark Wainwright","startTime":72.252,"endTime":72.432,"body":"little"},{"speaker":"Mark Wainwright","startTime":72.432,"endTime":72.632,"body":"do"},{"speaker":"Mark Wainwright","startTime":72.632,"endTime":72.732,"body":"or"},{"speaker":"Mark Wainwright","startTime":72.732,"endTime":73.192,"body":"seller"},{"speaker":"Mark Wainwright","startTime":73.192,"endTime":73.732,"body":"thing"},{"speaker":"Mark Wainwright","startTime":74.032,"endTime":74.632,"body":"is"},{"speaker":"Mark Wainwright","startTime":74.682,"endTime":75.262,"body":"growing"},{"speaker":"Mark Wainwright","startTime":75.262,"endTime":76.042,"body":"significantly"},{"speaker":"Mark Wainwright","startTime":76.042,"endTime":76.172,"body":"in"},{"speaker":"Mark Wainwright","startTime":76.172,"endTime":76.492,"body":"the,"},{"speaker":"Mark Wainwright","startTime":76.542,"endTime":76.742,"body":"in"},{"speaker":"Mark Wainwright","startTime":76.742,"endTime":76.892,"body":"the"},{"speaker":"Mark Wainwright","startTime":76.892,"endTime":77.592,"body":"industry."},{"speaker":"Mark Wainwright","startTime":77.922,"endTime":78.372,"body":"And"},{"speaker":"Mark Wainwright","startTime":78.422,"endTime":78.652,"body":"I've"},{"speaker":"Mark Wainwright","startTime":78.652,"endTime":78.862,"body":"said"},{"speaker":"Mark Wainwright","startTime":78.862,"endTime":78.972,"body":"it"},{"speaker":"Mark Wainwright","startTime":78.992,"endTime":79.242,"body":"all"},{"speaker":"Mark Wainwright","startTime":79.242,"endTime":79.772,"body":"along,"},{"speaker":"Mark Wainwright","startTime":80.162,"endTime":80.552,"body":"John,"},{"speaker":"Mark Wainwright","startTime":80.562,"endTime":80.892,"body":"that."},{"speaker":"Mark Wainwright","startTime":81.092,"endTime":81.352,"body":"The"},{"speaker":"Mark Wainwright","startTime":81.362,"endTime":81.642,"body":"do"},{"speaker":"Mark Wainwright","startTime":81.642,"endTime":81.752,"body":"or"},{"speaker":"Mark Wainwright","startTime":81.752,"endTime":82.402,"body":"seller"},{"speaker":"Mark Wainwright","startTime":82.622,"endTime":83.052,"body":"is,"},{"speaker":"Mark Wainwright","startTime":83.102,"endTime":83.262,"body":"the"},{"speaker":"Mark Wainwright","startTime":83.262,"endTime":83.572,"body":"most"},{"speaker":"Mark Wainwright","startTime":83.592,"endTime":83.982,"body":"client"},{"speaker":"Mark Wainwright","startTime":83.992,"endTime":84.332,"body":"centric"},{"speaker":"Mark Wainwright","startTime":84.342,"endTime":84.812,"body":"way"},{"speaker":"Mark Wainwright","startTime":84.942,"endTime":85.072,"body":"to"},{"speaker":"Mark Wainwright","startTime":85.072,"endTime":85.292,"body":"build"},{"speaker":"Mark Wainwright","startTime":85.292,"endTime":85.412,"body":"new"},{"speaker":"Mark Wainwright","startTime":85.412,"endTime":85.882,"body":"business."},{"speaker":"Mark Wainwright","startTime":85.912,"endTime":86.042,"body":"And"},{"speaker":"Mark Wainwright","startTime":86.042,"endTime":86.182,"body":"we"},{"speaker":"Mark Wainwright","startTime":86.182,"endTime":86.382,"body":"may"},{"speaker":"Mark Wainwright","startTime":86.382,"endTime":86.572,"body":"have"},{"speaker":"Mark Wainwright","startTime":86.572,"endTime":86.832,"body":"people"},{"speaker":"Mark Wainwright","startTime":86.832,"endTime":86.962,"body":"that"},{"speaker":"Mark Wainwright","startTime":86.962,"endTime":87.212,"body":"listen"},{"speaker":"Mark Wainwright","startTime":87.212,"endTime":87.232,"body":"to"},{"speaker":"Mark Wainwright","startTime":87.232,"endTime":87.432,"body":"this,"},{"speaker":"Mark Wainwright","startTime":87.432,"endTime":87.522,"body":"who"},{"speaker":"Mark Wainwright","startTime":87.522,"endTime":87.632,"body":"are"},{"speaker":"Mark Wainwright","startTime":87.632,"endTime":88.222,"body":"dedicated"},{"speaker":"Mark Wainwright","startTime":88.262,"endTime":88.542,"body":"new"},{"speaker":"Mark Wainwright","startTime":88.872,"endTime":89.232,"body":"business"},{"speaker":"Mark Wainwright","startTime":89.232,"endTime":89.792,"body":"development"},{"speaker":"Mark Wainwright","startTime":89.842,"endTime":90.332,"body":"folks."},{"speaker":"Mark Wainwright","startTime":90.922,"endTime":91.452,"body":"and"},{"speaker":"Mark Wainwright","startTime":91.692,"endTime":91.972,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":91.972,"endTime":92.212,"body":"I"},{"speaker":"Mark Wainwright","startTime":92.222,"endTime":92.502,"body":"get"},{"speaker":"Mark Wainwright","startTime":92.502,"endTime":92.732,"body":"that"},{"speaker":"Mark Wainwright","startTime":92.732,"endTime":92.922,"body":"some"},{"speaker":"Mark Wainwright","startTime":92.932,"endTime":93.162,"body":"firms"},{"speaker":"Mark Wainwright","startTime":93.162,"endTime":93.232,"body":"are"},{"speaker":"Mark Wainwright","startTime":93.232,"endTime":93.432,"body":"just"},{"speaker":"Mark Wainwright","startTime":93.442,"endTime":93.732,"body":"built"},{"speaker":"Mark Wainwright","startTime":93.732,"endTime":93.942,"body":"that"},{"speaker":"Mark Wainwright","startTime":93.942,"endTime":94.312,"body":"way."},{"speaker":"Mark Wainwright","startTime":94.312,"endTime":94.652,"body":"And,"},{"speaker":"Mark Wainwright","startTime":94.662,"endTime":95.002,"body":"and"},{"speaker":"Mark Wainwright","startTime":95.002,"endTime":95.212,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":95.212,"endTime":95.572,"body":"certain"},{"speaker":"Mark Wainwright","startTime":95.582,"endTime":95.852,"body":"that,"},{"speaker":"Mark Wainwright","startTime":95.912,"endTime":96.152,"body":"those"},{"speaker":"Mark Wainwright","startTime":96.152,"endTime":96.962,"body":"individuals"},{"speaker":"Mark Wainwright","startTime":97.032,"endTime":97.232,"body":"who"},{"speaker":"Mark Wainwright","startTime":97.232,"endTime":97.522,"body":"listen,"},{"speaker":"Mark Wainwright","startTime":97.522,"endTime":97.972,"body":"particularly"},{"speaker":"Mark Wainwright","startTime":97.982,"endTime":98.182,"body":"those"},{"speaker":"Mark Wainwright","startTime":98.182,"endTime":98.302,"body":"who"},{"speaker":"Mark Wainwright","startTime":98.302,"endTime":98.312,"body":"are"},{"speaker":"Mark Wainwright","startTime":98.312,"endTime":98.422,"body":"in"},{"speaker":"Mark Wainwright","startTime":98.422,"endTime":98.512,"body":"our"},{"speaker":"Mark Wainwright","startTime":98.512,"endTime":98.892,"body":"audience,"},{"speaker":"Mark Wainwright","startTime":98.892,"endTime":99.102,"body":"John,"},{"speaker":"Mark Wainwright","startTime":99.132,"endTime":99.412,"body":"because"},{"speaker":"Mark Wainwright","startTime":99.412,"endTime":99.582,"body":"they're"},{"speaker":"Mark Wainwright","startTime":99.582,"endTime":99.672,"body":"the"},{"speaker":"Mark Wainwright","startTime":99.672,"endTime":100.122,"body":"pros,"},{"speaker":"Mark Wainwright","startTime":100.202,"endTime":100.392,"body":"we"},{"speaker":"Mark Wainwright","startTime":100.392,"endTime":100.542,"body":"know"},{"speaker":"Mark Wainwright","startTime":100.542,"endTime":100.942,"body":"that,"},{"speaker":"Mark Wainwright","startTime":101.482,"endTime":101.682,"body":"But"},{"speaker":"Mark Wainwright","startTime":101.682,"endTime":101.902,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":101.902,"endTime":102.022,"body":"the"},{"speaker":"Mark Wainwright","startTime":102.022,"endTime":102.272,"body":"doer"},{"speaker":"Mark Wainwright","startTime":102.272,"endTime":102.882,"body":"sellers"},{"speaker":"Mark Wainwright","startTime":102.932,"endTime":103.462,"body":"are"},{"speaker":"Mark Wainwright","startTime":103.472,"endTime":103.682,"body":"the"},{"speaker":"Mark Wainwright","startTime":103.682,"endTime":103.942,"body":"people"},{"speaker":"Mark Wainwright","startTime":103.942,"endTime":104.022,"body":"who"},{"speaker":"Mark Wainwright","startTime":104.022,"endTime":104.142,"body":"are"},{"speaker":"Mark Wainwright","startTime":104.142,"endTime":104.482,"body":"client"},{"speaker":"Mark Wainwright","startTime":104.482,"endTime":104.902,"body":"facing."},{"speaker":"Mark Wainwright","startTime":104.902,"endTime":105.222,"body":"And,"},{"speaker":"Mark Wainwright","startTime":105.242,"endTime":105.432,"body":"in"},{"speaker":"Mark Wainwright","startTime":105.432,"endTime":105.802,"body":"this,"},{"speaker":"Mark Wainwright","startTime":105.842,"endTime":106.612,"body":"complex"},{"speaker":"Mark Wainwright","startTime":106.612,"endTime":106.882,"body":"world"},{"speaker":"Mark Wainwright","startTime":106.882,"endTime":106.942,"body":"of"},{"speaker":"Mark Wainwright","startTime":106.942,"endTime":107.402,"body":"professional"},{"speaker":"Mark Wainwright","startTime":107.402,"endTime":107.922,"body":"services,"},{"speaker":"Mark Wainwright","startTime":107.922,"endTime":108.072,"body":"your"},{"speaker":"Mark Wainwright","startTime":108.072,"endTime":108.472,"body":"clients"},{"speaker":"Mark Wainwright","startTime":108.522,"endTime":108.732,"body":"want"},{"speaker":"Mark Wainwright","startTime":108.732,"endTime":108.782,"body":"to"},{"speaker":"Mark Wainwright","startTime":108.782,"endTime":108.882,"body":"do"},{"speaker":"Mark Wainwright","startTime":108.882,"endTime":109.402,"body":"business,"},{"speaker":"Mark Wainwright","startTime":109.402,"endTime":109.542,"body":"want"},{"speaker":"Mark Wainwright","startTime":109.542,"endTime":109.582,"body":"to"},{"speaker":"Mark Wainwright","startTime":109.582,"endTime":109.932,"body":"develop"},{"speaker":"Mark Wainwright","startTime":109.932,"endTime":110.072,"body":"new"},{"speaker":"Mark Wainwright","startTime":110.072,"endTime":110.552,"body":"business"},{"speaker":"Mark Wainwright","startTime":110.572,"endTime":110.812,"body":"with"},{"speaker":"Mark Wainwright","startTime":110.852,"endTime":111.002,"body":"the"},{"speaker":"Mark Wainwright","startTime":111.002,"endTime":111.582,"body":"experts."},{"speaker":"Mark Wainwright","startTime":111.702,"endTime":112.172,"body":"So"},{"speaker":"Mark Wainwright","startTime":112.732,"endTime":113.142,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":113.232,"endTime":113.552,"body":"doer"},{"speaker":"Mark Wainwright","startTime":113.552,"endTime":114.402,"body":"sellers"},{"speaker":"Mark Wainwright","startTime":114.442,"endTime":114.712,"body":"are"},{"speaker":"Mark Wainwright","startTime":114.712,"endTime":114.882,"body":"a"},{"speaker":"Mark Wainwright","startTime":114.982,"endTime":115.652,"body":"growing,"},{"speaker":"Mark Wainwright","startTime":116.322,"endTime":116.922,"body":"consistently"},{"speaker":"Mark Wainwright","startTime":116.922,"endTime":117.242,"body":"growing"},{"speaker":"Mark Wainwright","startTime":117.242,"endTime":117.892,"body":"percentage"},{"speaker":"Mark Wainwright","startTime":117.932,"endTime":118.452,"body":"of"},{"speaker":"Mark Wainwright","startTime":118.642,"endTime":118.992,"body":"hopefully"},{"speaker":"Mark Wainwright","startTime":119.002,"endTime":119.232,"body":"our,"},{"speaker":"Mark Wainwright","startTime":119.232,"endTime":119.482,"body":"our"},{"speaker":"Mark Wainwright","startTime":119.482,"endTime":120.052,"body":"audience"},{"speaker":"Mark Wainwright","startTime":120.142,"endTime":120.742,"body":"and"},{"speaker":"Mark Wainwright","startTime":120.882,"endTime":121.402,"body":"of"},{"speaker":"Mark Wainwright","startTime":121.432,"endTime":121.632,"body":"how"},{"speaker":"Mark Wainwright","startTime":121.632,"endTime":121.762,"body":"all"},{"speaker":"Mark Wainwright","startTime":121.762,"endTime":121.942,"body":"those"},{"speaker":"Mark Wainwright","startTime":121.942,"endTime":122.202,"body":"firms"},{"speaker":"Mark Wainwright","startTime":122.202,"endTime":122.352,"body":"out"},{"speaker":"Mark Wainwright","startTime":122.352,"endTime":122.532,"body":"there"},{"speaker":"Mark Wainwright","startTime":122.542,"endTime":122.762,"body":"develop"},{"speaker":"Mark Wainwright","startTime":122.792,"endTime":122.862,"body":"a"},{"speaker":"Mark Wainwright","startTime":122.862,"endTime":123.392,"body":"business."},{"speaker":"Mark Wainwright","startTime":123.762,"endTime":124.312,"body":"And"},{"speaker":"Mark Wainwright","startTime":124.312,"endTime":124.682,"body":"these"},{"speaker":"Mark Wainwright","startTime":124.692,"endTime":125.132,"body":"segment"},{"speaker":"Mark Wainwright","startTime":125.142,"endTime":125.732,"body":"development"},{"speaker":"Mark Wainwright","startTime":125.742,"endTime":126.312,"body":"plans"},{"speaker":"Mark Wainwright","startTime":126.512,"endTime":126.832,"body":"are"},{"speaker":"Mark Wainwright","startTime":126.872,"endTime":127.162,"body":"a"},{"speaker":"Mark Wainwright","startTime":127.192,"endTime":127.702,"body":"tool"},{"speaker":"Mark Wainwright","startTime":127.822,"endTime":128.142,"body":"that"},{"speaker":"Mark Wainwright","startTime":128.152,"endTime":128.692,"body":"those,"},{"speaker":"Mark Wainwright","startTime":128.702,"endTime":129.022,"body":"Doer"},{"speaker":"Mark Wainwright","startTime":129.022,"endTime":129.752,"body":"sellers"},{"speaker":"Mark Wainwright","startTime":130.232,"endTime":130.922,"body":"and"},{"speaker":"Mark Wainwright","startTime":130.972,"endTime":131.462,"body":"their"},{"speaker":"Mark Wainwright","startTime":131.472,"endTime":131.942,"body":"business"},{"speaker":"Mark Wainwright","startTime":131.942,"endTime":132.682,"body":"development"},{"speaker":"Mark Wainwright","startTime":132.682,"endTime":132.952,"body":"team"},{"speaker":"Mark Wainwright","startTime":132.962,"endTime":133.532,"body":"members,"},{"speaker":"Mark Wainwright","startTime":133.542,"endTime":133.962,"body":"and"},{"speaker":"Mark Wainwright","startTime":133.962,"endTime":134.662,"body":"frankly,"},{"speaker":"Mark Wainwright","startTime":134.662,"endTime":135.002,"body":"even"},{"speaker":"Mark Wainwright","startTime":135.012,"endTime":135.252,"body":"their"},{"speaker":"Mark Wainwright","startTime":135.262,"endTime":135.852,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":135.852,"endTime":136.102,"body":"team"},{"speaker":"Mark Wainwright","startTime":136.112,"endTime":136.682,"body":"members"},{"speaker":"Mark Wainwright","startTime":137.132,"endTime":137.382,"body":"can"},{"speaker":"Mark Wainwright","startTime":137.392,"endTime":138.122,"body":"use"},{"speaker":"Mark Wainwright","startTime":138.392,"endTime":139.032,"body":"together"},{"speaker":"Mark Wainwright","startTime":139.032,"endTime":139.142,"body":"in"},{"speaker":"Mark Wainwright","startTime":139.142,"endTime":139.312,"body":"a,"},{"speaker":"Mark Wainwright","startTime":139.362,"endTime":140.082,"body":"collaborative"},{"speaker":"Mark Wainwright","startTime":140.082,"endTime":140.482,"body":"way"},{"speaker":"Mark Wainwright","startTime":141.082,"endTime":141.232,"body":"to"},{"speaker":"Mark Wainwright","startTime":141.232,"endTime":141.672,"body":"find"},{"speaker":"Mark Wainwright","startTime":141.672,"endTime":141.962,"body":"and"},{"speaker":"Mark Wainwright","startTime":142.212,"endTime":142.402,"body":"win"},{"speaker":"Mark Wainwright","startTime":142.402,"endTime":142.562,"body":"some"},{"speaker":"Mark Wainwright","startTime":142.562,"endTime":142.652,"body":"new"},{"speaker":"Mark Wainwright","startTime":142.652,"endTime":143.062,"body":"business,"},{"speaker":"John Tyreman","startTime":143.062,"endTime":143.172,"body":"well,"},{"speaker":"John Tyreman","startTime":143.172,"endTime":143.342,"body":"that's"},{"speaker":"John Tyreman","startTime":143.342,"endTime":143.522,"body":"part"},{"speaker":"John Tyreman","startTime":143.522,"endTime":143.612,"body":"of"},{"speaker":"John Tyreman","startTime":143.612,"endTime":143.832,"body":"why"},{"speaker":"John Tyreman","startTime":143.832,"endTime":143.992,"body":"I'm"},{"speaker":"John Tyreman","startTime":143.992,"endTime":144.192,"body":"really"},{"speaker":"John Tyreman","startTime":144.192,"endTime":144.542,"body":"excited"},{"speaker":"John Tyreman","startTime":144.542,"endTime":144.752,"body":"about"},{"speaker":"John Tyreman","startTime":144.752,"endTime":144.972,"body":"this"},{"speaker":"John Tyreman","startTime":144.972,"endTime":145.142,"body":"one"},{"speaker":"John Tyreman","startTime":145.142,"endTime":145.282,"body":"is"},{"speaker":"John Tyreman","startTime":145.312,"endTime":145.522,"body":"because"},{"speaker":"John Tyreman","startTime":145.542,"endTime":145.772,"body":"there"},{"speaker":"John Tyreman","startTime":145.772,"endTime":146.002,"body":"are"},{"speaker":"John Tyreman","startTime":146.002,"endTime":146.082,"body":"a"},{"speaker":"John Tyreman","startTime":146.082,"endTime":146.302,"body":"lot"},{"speaker":"John Tyreman","startTime":146.302,"endTime":146.422,"body":"of"},{"speaker":"John Tyreman","startTime":146.432,"endTime":146.922,"body":"marketing"},{"speaker":"John Tyreman","startTime":146.922,"endTime":147.512,"body":"components"},{"speaker":"John Tyreman","startTime":147.512,"endTime":147.672,"body":"to"},{"speaker":"John Tyreman","startTime":147.672,"endTime":147.892,"body":"the,"},{"speaker":"John Tyreman","startTime":147.902,"endTime":148.172,"body":"these"},{"speaker":"John Tyreman","startTime":148.182,"endTime":148.592,"body":"segment"},{"speaker":"John Tyreman","startTime":148.592,"endTime":149.092,"body":"development"},{"speaker":"John Tyreman","startTime":149.092,"endTime":149.582,"body":"plans."},{"speaker":"John Tyreman","startTime":150.072,"endTime":150.352,"body":"and"},{"speaker":"John Tyreman","startTime":150.362,"endTime":150.622,"body":"just"},{"speaker":"John Tyreman","startTime":150.622,"endTime":150.782,"body":"to"},{"speaker":"John Tyreman","startTime":150.792,"endTime":151.482,"body":"reprise"},{"speaker":"John Tyreman","startTime":151.502,"endTime":151.702,"body":"our"},{"speaker":"John Tyreman","startTime":151.702,"endTime":152.392,"body":"listeners,"},{"speaker":"John Tyreman","startTime":152.452,"endTime":152.762,"body":"we"},{"speaker":"John Tyreman","startTime":152.762,"endTime":153.072,"body":"had"},{"speaker":"John Tyreman","startTime":153.082,"endTime":153.482,"body":"a"},{"speaker":"John Tyreman","startTime":153.492,"endTime":153.972,"body":"series"},{"speaker":"John Tyreman","startTime":153.972,"endTime":154.192,"body":"of"},{"speaker":"John Tyreman","startTime":154.232,"endTime":154.882,"body":"episodes"},{"speaker":"John Tyreman","startTime":154.922,"endTime":155.182,"body":"that"},{"speaker":"John Tyreman","startTime":155.182,"endTime":155.482,"body":"went"},{"speaker":"John Tyreman","startTime":155.492,"endTime":155.862,"body":"out,"},{"speaker":"John Tyreman","startTime":156.142,"endTime":156.582,"body":"probably"},{"speaker":"John Tyreman","startTime":156.582,"endTime":156.652,"body":"a"},{"speaker":"John Tyreman","startTime":156.652,"endTime":156.832,"body":"few"},{"speaker":"John Tyreman","startTime":156.832,"endTime":157.092,"body":"months"},{"speaker":"John Tyreman","startTime":157.092,"endTime":157.322,"body":"ago"},{"speaker":"John Tyreman","startTime":157.322,"endTime":157.412,"body":"at"},{"speaker":"John Tyreman","startTime":157.412,"endTime":157.602,"body":"this"},{"speaker":"John Tyreman","startTime":157.602,"endTime":157.982,"body":"point,"},{"speaker":"John Tyreman","startTime":158.372,"endTime":158.772,"body":"around"},{"speaker":"John Tyreman","startTime":158.802,"endTime":159.282,"body":"your"},{"speaker":"John Tyreman","startTime":159.732,"endTime":160.402,"body":"framework,"},{"speaker":"John Tyreman","startTime":160.582,"endTime":161.222,"body":"create"},{"speaker":"John Tyreman","startTime":161.282,"endTime":162.042,"body":"choreograph"},{"speaker":"John Tyreman","startTime":162.102,"endTime":162.342,"body":"and"},{"speaker":"John Tyreman","startTime":162.342,"endTime":163.022,"body":"contract."},{"speaker":"John Tyreman","startTime":163.662,"endTime":164.062,"body":"And"},{"speaker":"John Tyreman","startTime":164.082,"endTime":164.512,"body":"within"},{"speaker":"John Tyreman","startTime":164.512,"endTime":164.762,"body":"that"},{"speaker":"John Tyreman","startTime":164.762,"endTime":165.382,"body":"series,"},{"speaker":"John Tyreman","startTime":165.382,"endTime":165.532,"body":"we"},{"speaker":"John Tyreman","startTime":165.532,"endTime":165.832,"body":"talked"},{"speaker":"John Tyreman","startTime":165.832,"endTime":166.092,"body":"about"},{"speaker":"John Tyreman","startTime":166.092,"endTime":166.362,"body":"these"},{"speaker":"John Tyreman","startTime":166.372,"endTime":166.792,"body":"four"},{"speaker":"John Tyreman","startTime":166.792,"endTime":167.192,"body":"different"},{"speaker":"John Tyreman","startTime":167.202,"endTime":167.892,"body":"layers."},{"speaker":"John Tyreman","startTime":167.922,"endTime":168.032,"body":"I"},{"speaker":"John Tyreman","startTime":168.032,"endTime":168.192,"body":"like"},{"speaker":"John Tyreman","startTime":168.192,"endTime":168.282,"body":"to"},{"speaker":"John Tyreman","startTime":168.282,"endTime":168.522,"body":"call"},{"speaker":"John Tyreman","startTime":168.522,"endTime":168.672,"body":"them"},{"speaker":"John Tyreman","startTime":168.672,"endTime":168.822,"body":"of"},{"speaker":"John Tyreman","startTime":168.822,"endTime":169.082,"body":"your"},{"speaker":"John Tyreman","startTime":169.112,"endTime":169.752,"body":"addressable"},{"speaker":"John Tyreman","startTime":169.772,"endTime":170.202,"body":"market."},{"speaker":"John Tyreman","startTime":170.212,"endTime":170.352,"body":"If"},{"speaker":"John Tyreman","startTime":170.352,"endTime":170.492,"body":"you"},{"speaker":"John Tyreman","startTime":170.502,"endTime":170.712,"body":"think"},{"speaker":"John Tyreman","startTime":170.712,"endTime":171.112,"body":"about"},{"speaker":"John Tyreman","startTime":171.352,"endTime":171.532,"body":"like"},{"speaker":"John Tyreman","startTime":171.532,"endTime":171.652,"body":"a"},{"speaker":"John Tyreman","startTime":171.662,"endTime":172.252,"body":"bullseye"},{"speaker":"John Tyreman","startTime":172.252,"endTime":172.362,"body":"at"},{"speaker":"John Tyreman","startTime":172.362,"endTime":172.422,"body":"the"},{"speaker":"John Tyreman","startTime":172.422,"endTime":172.762,"body":"very"},{"speaker":"John Tyreman","startTime":172.772,"endTime":173.192,"body":"center,"},{"speaker":"John Tyreman","startTime":173.192,"endTime":173.432,"body":"you've"},{"speaker":"John Tyreman","startTime":173.432,"endTime":173.672,"body":"got"},{"speaker":"John Tyreman","startTime":173.682,"endTime":174.062,"body":"people"},{"speaker":"John Tyreman","startTime":174.072,"endTime":174.272,"body":"that"},{"speaker":"John Tyreman","startTime":174.272,"endTime":174.402,"body":"you're"},{"speaker":"John Tyreman","startTime":174.402,"endTime":174.902,"body":"familiar"},{"speaker":"John Tyreman","startTime":174.902,"endTime":175.232,"body":"with."},{"speaker":"John Tyreman","startTime":175.502,"endTime":175.612,"body":"And"},{"speaker":"John Tyreman","startTime":175.612,"endTime":175.772,"body":"then"},{"speaker":"John Tyreman","startTime":175.772,"endTime":175.862,"body":"the"},{"speaker":"John Tyreman","startTime":175.862,"endTime":176.192,"body":"next"},{"speaker":"John Tyreman","startTime":176.192,"endTime":176.572,"body":"rung"},{"speaker":"John Tyreman","startTime":176.572,"endTime":176.882,"body":"out"},{"speaker":"John Tyreman","startTime":176.922,"endTime":177.142,"body":"is"},{"speaker":"John Tyreman","startTime":177.152,"endTime":177.982,"body":"organizations"},{"speaker":"John Tyreman","startTime":177.982,"endTime":178.132,"body":"that"},{"speaker":"John Tyreman","startTime":178.132,"endTime":178.242,"body":"you're"},{"speaker":"John Tyreman","startTime":178.242,"endTime":178.722,"body":"familiar"},{"speaker":"John Tyreman","startTime":178.722,"endTime":179.032,"body":"with."},{"speaker":"John Tyreman","startTime":179.082,"endTime":179.262,"body":"And"},{"speaker":"John Tyreman","startTime":179.262,"endTime":179.422,"body":"then"},{"speaker":"John Tyreman","startTime":179.432,"endTime":179.682,"body":"out"},{"speaker":"John Tyreman","startTime":179.682,"endTime":179.922,"body":"from"},{"speaker":"John Tyreman","startTime":179.922,"endTime":180.382,"body":"there."},{"speaker":"John Tyreman","startTime":180.632,"endTime":180.822,"body":"Our"},{"speaker":"John Tyreman","startTime":180.862,"endTime":181.602,"body":"industries"},{"speaker":"John Tyreman","startTime":181.632,"endTime":181.862,"body":"or"},{"speaker":"John Tyreman","startTime":181.862,"endTime":182.702,"body":"markets"},{"speaker":"John Tyreman","startTime":182.802,"endTime":183.012,"body":"that"},{"speaker":"John Tyreman","startTime":183.012,"endTime":183.152,"body":"you're"},{"speaker":"John Tyreman","startTime":183.152,"endTime":183.612,"body":"familiar"},{"speaker":"John Tyreman","startTime":183.612,"endTime":183.932,"body":"with."},{"speaker":"John Tyreman","startTime":184.242,"endTime":184.502,"body":"That's"},{"speaker":"John Tyreman","startTime":184.512,"endTime":184.582,"body":"what"},{"speaker":"John Tyreman","startTime":184.582,"endTime":184.702,"body":"we're"},{"speaker":"John Tyreman","startTime":184.702,"endTime":184.802,"body":"going"},{"speaker":"John Tyreman","startTime":184.802,"endTime":184.882,"body":"to"},{"speaker":"John Tyreman","startTime":184.882,"endTime":185.272,"body":"focus"},{"speaker":"John Tyreman","startTime":185.272,"endTime":185.442,"body":"on"},{"speaker":"John Tyreman","startTime":185.442,"endTime":185.972,"body":"today."},{"speaker":"John Tyreman","startTime":186.232,"endTime":186.382,"body":"and"},{"speaker":"John Tyreman","startTime":186.382,"endTime":186.492,"body":"then"},{"speaker":"John Tyreman","startTime":186.492,"endTime":186.712,"body":"there's"},{"speaker":"John Tyreman","startTime":186.712,"endTime":186.942,"body":"even"},{"speaker":"John Tyreman","startTime":186.942,"endTime":187.312,"body":"another"},{"speaker":"John Tyreman","startTime":187.312,"endTime":187.652,"body":"layer"},{"speaker":"John Tyreman","startTime":187.662,"endTime":188.132,"body":"outside"},{"speaker":"John Tyreman","startTime":188.132,"endTime":188.252,"body":"of"},{"speaker":"John Tyreman","startTime":188.252,"endTime":188.422,"body":"that,"},{"speaker":"John Tyreman","startTime":188.422,"endTime":188.602,"body":"which"},{"speaker":"John Tyreman","startTime":188.602,"endTime":188.772,"body":"is"},{"speaker":"John Tyreman","startTime":188.772,"endTime":188.872,"body":"the"},{"speaker":"John Tyreman","startTime":188.872,"endTime":189.212,"body":"great"},{"speaker":"John Tyreman","startTime":189.232,"endTime":189.702,"body":"unknown"},{"speaker":"John Tyreman","startTime":189.712,"endTime":189.832,"body":"we"},{"speaker":"John Tyreman","startTime":189.832,"endTime":190.032,"body":"like"},{"speaker":"John Tyreman","startTime":190.032,"endTime":190.142,"body":"to"},{"speaker":"John Tyreman","startTime":190.142,"endTime":190.552,"body":"call,"},{"speaker":"John Tyreman","startTime":191.082,"endTime":191.302,"body":"but"},{"speaker":"John Tyreman","startTime":191.302,"endTime":191.572,"body":"today"},{"speaker":"John Tyreman","startTime":191.572,"endTime":191.712,"body":"we're"},{"speaker":"John Tyreman","startTime":191.712,"endTime":191.952,"body":"really"},{"speaker":"John Tyreman","startTime":191.952,"endTime":192.472,"body":"focused"},{"speaker":"John Tyreman","startTime":192.502,"endTime":192.762,"body":"on"},{"speaker":"John Tyreman","startTime":192.762,"endTime":193.502,"body":"developing"},{"speaker":"John Tyreman","startTime":193.512,"endTime":193.762,"body":"a"},{"speaker":"John Tyreman","startTime":193.772,"endTime":194.362,"body":"segment"},{"speaker":"John Tyreman","startTime":194.372,"endTime":194.952,"body":"plan"},{"speaker":"John Tyreman","startTime":195.082,"endTime":195.742,"body":"for"},{"speaker":"John Tyreman","startTime":195.932,"endTime":196.102,"body":"the"},{"speaker":"John Tyreman","startTime":196.112,"endTime":196.882,"body":"industries"},{"speaker":"John Tyreman","startTime":196.912,"endTime":197.132,"body":"or"},{"speaker":"John Tyreman","startTime":197.142,"endTime":197.952,"body":"markets"},{"speaker":"John Tyreman","startTime":198.132,"endTime":198.402,"body":"that"},{"speaker":"John Tyreman","startTime":198.402,"endTime":198.612,"body":"you"},{"speaker":"John Tyreman","startTime":198.612,"endTime":198.702,"body":"are"},{"speaker":"John Tyreman","startTime":198.702,"endTime":199.122,"body":"familiar"},{"speaker":"John Tyreman","startTime":199.122,"endTime":199.432,"body":"with,"},{"speaker":"John Tyreman","startTime":199.482,"endTime":199.612,"body":"that"},{"speaker":"John Tyreman","startTime":199.612,"endTime":199.742,"body":"you"},{"speaker":"John Tyreman","startTime":199.742,"endTime":199.922,"body":"want"},{"speaker":"John Tyreman","startTime":199.922,"endTime":200.022,"body":"to"},{"speaker":"John Tyreman","startTime":200.032,"endTime":200.782,"body":"grow"},{"speaker":"John Tyreman","startTime":200.892,"endTime":201.762,"body":"intentionally"},{"speaker":"John Tyreman","startTime":201.762,"endTime":201.902,"body":"in"},{"speaker":"John Tyreman","startTime":201.902,"endTime":202.122,"body":"that"},{"speaker":"John Tyreman","startTime":202.122,"endTime":202.742,"body":"direction."},{"speaker":"Mark Wainwright","startTime":202.742,"endTime":203.082,"body":"right?"},{"speaker":"Mark Wainwright","startTime":203.082,"endTime":203.332,"body":"And,"},{"speaker":"Mark Wainwright","startTime":203.422,"endTime":203.932,"body":"these"},{"speaker":"Mark Wainwright","startTime":203.962,"endTime":204.352,"body":"plans"},{"speaker":"Mark Wainwright","startTime":204.362,"endTime":204.802,"body":"start"},{"speaker":"Mark Wainwright","startTime":204.822,"endTime":205.322,"body":"with."},{"speaker":"Mark Wainwright","startTime":205.632,"endTime":205.962,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":205.962,"endTime":206.222,"body":"there's"},{"speaker":"Mark Wainwright","startTime":206.222,"endTime":206.452,"body":"just"},{"speaker":"Mark Wainwright","startTime":206.452,"endTime":206.682,"body":"one"},{"speaker":"Mark Wainwright","startTime":206.682,"endTime":207.062,"body":"client"},{"speaker":"Mark Wainwright","startTime":207.062,"endTime":207.172,"body":"that"},{"speaker":"Mark Wainwright","startTime":207.172,"endTime":207.292,"body":"you"},{"speaker":"Mark Wainwright","startTime":207.292,"endTime":207.602,"body":"started"},{"speaker":"Mark Wainwright","startTime":207.602,"endTime":207.842,"body":"working"},{"speaker":"Mark Wainwright","startTime":207.842,"endTime":208.072,"body":"with"},{"speaker":"Mark Wainwright","startTime":208.092,"endTime":208.462,"body":"in,"},{"speaker":"Mark Wainwright","startTime":208.922,"endTime":209.152,"body":"in"},{"speaker":"Mark Wainwright","startTime":209.162,"endTime":209.772,"body":"healthcare"},{"speaker":"Mark Wainwright","startTime":209.802,"endTime":210.582,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":210.792,"endTime":211.082,"body":"right?"},{"speaker":"Mark Wainwright","startTime":211.082,"endTime":211.222,"body":"Let's"},{"speaker":"Mark Wainwright","startTime":211.222,"endTime":211.402,"body":"use"},{"speaker":"Mark Wainwright","startTime":211.402,"endTime":211.582,"body":"that"},{"speaker":"Mark Wainwright","startTime":211.582,"endTime":211.662,"body":"an"},{"speaker":"Mark Wainwright","startTime":211.662,"endTime":212.122,"body":"example,"},{"speaker":"Mark Wainwright","startTime":212.122,"endTime":212.462,"body":"regardless"},{"speaker":"Mark Wainwright","startTime":212.462,"endTime":212.552,"body":"of"},{"speaker":"Mark Wainwright","startTime":212.552,"endTime":212.662,"body":"what"},{"speaker":"Mark Wainwright","startTime":212.662,"endTime":212.772,"body":"kind"},{"speaker":"Mark Wainwright","startTime":212.772,"endTime":212.872,"body":"of"},{"speaker":"Mark Wainwright","startTime":212.872,"endTime":213.252,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":213.262,"endTime":213.482,"body":"you"},{"speaker":"Mark Wainwright","startTime":213.482,"endTime":213.842,"body":"are."},{"speaker":"Mark Wainwright","startTime":213.842,"endTime":214.122,"body":"And"},{"speaker":"Mark Wainwright","startTime":214.122,"endTime":214.272,"body":"then"},{"speaker":"Mark Wainwright","startTime":214.272,"endTime":214.482,"body":"there's"},{"speaker":"Mark Wainwright","startTime":214.482,"endTime":214.982,"body":"another,"},{"speaker":"Mark Wainwright","startTime":215.432,"endTime":215.652,"body":"and"},{"speaker":"Mark Wainwright","startTime":215.652,"endTime":215.792,"body":"then"},{"speaker":"Mark Wainwright","startTime":215.792,"endTime":216.022,"body":"there's"},{"speaker":"Mark Wainwright","startTime":216.022,"endTime":216.662,"body":"another,"},{"speaker":"Mark Wainwright","startTime":216.852,"endTime":217.012,"body":"and"},{"speaker":"Mark Wainwright","startTime":217.012,"endTime":217.322,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":217.322,"endTime":217.492,"body":"you've"},{"speaker":"Mark Wainwright","startTime":217.492,"endTime":217.692,"body":"got"},{"speaker":"Mark Wainwright","startTime":217.692,"endTime":217.772,"body":"a"},{"speaker":"Mark Wainwright","startTime":217.812,"endTime":218.602,"body":"collection"},{"speaker":"Mark Wainwright","startTime":218.702,"endTime":219.422,"body":"of"},{"speaker":"Mark Wainwright","startTime":219.732,"endTime":220.342,"body":"clients"},{"speaker":"Mark Wainwright","startTime":220.352,"endTime":220.532,"body":"that"},{"speaker":"Mark Wainwright","startTime":220.532,"endTime":220.622,"body":"are"},{"speaker":"Mark Wainwright","startTime":220.632,"endTime":220.802,"body":"in"},{"speaker":"Mark Wainwright","startTime":220.802,"endTime":220.932,"body":"the"},{"speaker":"Mark Wainwright","startTime":220.932,"endTime":221.232,"body":"same"},{"speaker":"Mark Wainwright","startTime":221.232,"endTime":221.972,"body":"industry."},{"speaker":"Mark Wainwright","startTime":222.282,"endTime":222.512,"body":"So"},{"speaker":"Mark Wainwright","startTime":222.512,"endTime":222.822,"body":"you"},{"speaker":"Mark Wainwright","startTime":223.412,"endTime":223.642,"body":"take"},{"speaker":"Mark Wainwright","startTime":223.642,"endTime":223.722,"body":"a"},{"speaker":"Mark Wainwright","startTime":223.732,"endTime":224.052,"body":"step"},{"speaker":"Mark Wainwright","startTime":224.062,"endTime":224.392,"body":"back"},{"speaker":"Mark Wainwright","startTime":224.392,"endTime":224.512,"body":"and"},{"speaker":"Mark Wainwright","startTime":224.512,"endTime":224.662,"body":"you"},{"speaker":"Mark Wainwright","startTime":224.672,"endTime":225.042,"body":"think,"},{"speaker":"Mark Wainwright","startTime":225.282,"endTime":225.492,"body":"Hey,"},{"speaker":"Mark Wainwright","startTime":225.492,"endTime":225.552,"body":"I"},{"speaker":"Mark Wainwright","startTime":225.552,"endTime":225.802,"body":"think"},{"speaker":"Mark Wainwright","startTime":225.802,"endTime":226.022,"body":"we've"},{"speaker":"Mark Wainwright","startTime":226.042,"endTime":226.482,"body":"got"},{"speaker":"Mark Wainwright","startTime":226.822,"endTime":227.612,"body":"some."},{"speaker":"Mark Wainwright","startTime":227.877,"endTime":228.797,"body":"Expertise"},{"speaker":"Mark Wainwright","startTime":228.967,"endTime":229.137,"body":"in"},{"speaker":"Mark Wainwright","startTime":229.137,"endTime":229.327,"body":"this"},{"speaker":"Mark Wainwright","startTime":229.347,"endTime":229.617,"body":"area,"},{"speaker":"Mark Wainwright","startTime":229.617,"endTime":229.697,"body":"and"},{"speaker":"Mark Wainwright","startTime":229.697,"endTime":229.757,"body":"I"},{"speaker":"Mark Wainwright","startTime":229.767,"endTime":229.957,"body":"think"},{"speaker":"Mark Wainwright","startTime":229.957,"endTime":230.087,"body":"we"},{"speaker":"Mark Wainwright","startTime":230.097,"endTime":230.307,"body":"have"},{"speaker":"Mark Wainwright","startTime":230.307,"endTime":230.847,"body":"something"},{"speaker":"Mark Wainwright","startTime":230.857,"endTime":231.137,"body":"to"},{"speaker":"Mark Wainwright","startTime":231.197,"endTime":231.837,"body":"offer"},{"speaker":"Mark Wainwright","startTime":232.217,"endTime":232.607,"body":"to"},{"speaker":"Mark Wainwright","startTime":232.647,"endTime":233.177,"body":"other"},{"speaker":"Mark Wainwright","startTime":233.347,"endTime":233.827,"body":"potential"},{"speaker":"Mark Wainwright","startTime":233.827,"endTime":234.557,"body":"clients"},{"speaker":"Mark Wainwright","startTime":234.857,"endTime":235.147,"body":"in"},{"speaker":"Mark Wainwright","startTime":235.147,"endTime":235.487,"body":"that"},{"speaker":"Mark Wainwright","startTime":235.497,"endTime":236.057,"body":"same"},{"speaker":"Mark Wainwright","startTime":236.107,"endTime":236.677,"body":"industry"},{"speaker":"Mark Wainwright","startTime":236.677,"endTime":236.867,"body":"or"},{"speaker":"Mark Wainwright","startTime":236.877,"endTime":237.577,"body":"market,"},{"speaker":"Mark Wainwright","startTime":238.007,"endTime":238.247,"body":"right?"},{"speaker":"Mark Wainwright","startTime":238.722,"endTime":238.942,"body":"And"},{"speaker":"Mark Wainwright","startTime":238.982,"endTime":239.132,"body":"I"},{"speaker":"Mark Wainwright","startTime":239.132,"endTime":239.382,"body":"use"},{"speaker":"Mark Wainwright","startTime":239.382,"endTime":239.482,"body":"the"},{"speaker":"Mark Wainwright","startTime":239.482,"endTime":239.862,"body":"term"},{"speaker":"Mark Wainwright","startTime":239.882,"endTime":240.692,"body":"segment"},{"speaker":"Mark Wainwright","startTime":240.742,"endTime":240.972,"body":"with"},{"speaker":"Mark Wainwright","startTime":240.982,"endTime":241.252,"body":"this"},{"speaker":"Mark Wainwright","startTime":241.252,"endTime":241.662,"body":"because"},{"speaker":"Mark Wainwright","startTime":241.662,"endTime":241.862,"body":"it's"},{"speaker":"Mark Wainwright","startTime":241.872,"endTime":242.132,"body":"not"},{"speaker":"Mark Wainwright","startTime":242.132,"endTime":242.402,"body":"just"},{"speaker":"Mark Wainwright","startTime":242.442,"endTime":243.272,"body":"industries"},{"speaker":"Mark Wainwright","startTime":243.332,"endTime":243.492,"body":"and"},{"speaker":"Mark Wainwright","startTime":243.492,"endTime":243.672,"body":"not"},{"speaker":"Mark Wainwright","startTime":243.672,"endTime":243.912,"body":"just"},{"speaker":"Mark Wainwright","startTime":243.912,"endTime":244.482,"body":"markets."},{"speaker":"Mark Wainwright","startTime":244.482,"endTime":244.652,"body":"It"},{"speaker":"Mark Wainwright","startTime":244.712,"endTime":244.982,"body":"could"},{"speaker":"Mark Wainwright","startTime":244.982,"endTime":245.282,"body":"be"},{"speaker":"Mark Wainwright","startTime":245.562,"endTime":246.882,"body":"geographies."},{"speaker":"Mark Wainwright","startTime":247.232,"endTime":247.432,"body":"it"},{"speaker":"Mark Wainwright","startTime":247.492,"endTime":247.732,"body":"could"},{"speaker":"Mark Wainwright","startTime":247.732,"endTime":247.912,"body":"be"},{"speaker":"Mark Wainwright","startTime":247.912,"endTime":248.222,"body":"just"},{"speaker":"Mark Wainwright","startTime":248.262,"endTime":248.592,"body":"other"},{"speaker":"Mark Wainwright","startTime":248.622,"endTime":248.932,"body":"types"},{"speaker":"Mark Wainwright","startTime":248.932,"endTime":249.142,"body":"of"},{"speaker":"Mark Wainwright","startTime":249.142,"endTime":249.712,"body":"groupings."},{"speaker":"Mark Wainwright","startTime":249.722,"endTime":249.852,"body":"It"},{"speaker":"Mark Wainwright","startTime":249.912,"endTime":250.182,"body":"could"},{"speaker":"Mark Wainwright","startTime":250.182,"endTime":250.462,"body":"be"},{"speaker":"Mark Wainwright","startTime":250.472,"endTime":250.652,"body":"the"},{"speaker":"Mark Wainwright","startTime":250.662,"endTime":251.252,"body":"size"},{"speaker":"Mark Wainwright","startTime":251.262,"endTime":251.442,"body":"of"},{"speaker":"Mark Wainwright","startTime":251.452,"endTime":251.882,"body":"firms"},{"speaker":"Mark Wainwright","startTime":251.932,"endTime":252.072,"body":"you"},{"speaker":"Mark Wainwright","startTime":252.072,"endTime":252.192,"body":"know,"},{"speaker":"Mark Wainwright","startTime":252.192,"endTime":252.362,"body":"we"},{"speaker":"Mark Wainwright","startTime":252.362,"endTime":252.752,"body":"feel"},{"speaker":"Mark Wainwright","startTime":252.752,"endTime":252.912,"body":"that"},{"speaker":"Mark Wainwright","startTime":252.912,"endTime":253.072,"body":"we"},{"speaker":"Mark Wainwright","startTime":253.072,"endTime":253.322,"body":"have"},{"speaker":"Mark Wainwright","startTime":253.322,"endTime":253.452,"body":"this,"},{"speaker":"Mark Wainwright","startTime":253.787,"endTime":254.347,"body":"Specific"},{"speaker":"Mark Wainwright","startTime":254.357,"endTime":254.887,"body":"offer,"},{"speaker":"Mark Wainwright","startTime":254.887,"endTime":255.097,"body":"or"},{"speaker":"Mark Wainwright","startTime":255.097,"endTime":255.287,"body":"this"},{"speaker":"Mark Wainwright","startTime":255.307,"endTime":255.787,"body":"capability"},{"speaker":"Mark Wainwright","startTime":255.787,"endTime":255.857,"body":"of"},{"speaker":"Mark Wainwright","startTime":255.857,"endTime":255.977,"body":"this"},{"speaker":"Mark Wainwright","startTime":255.977,"endTime":256.627,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":256.637,"endTime":256.987,"body":"for"},{"speaker":"Mark Wainwright","startTime":256.997,"endTime":257.587,"body":"firms"},{"speaker":"Mark Wainwright","startTime":257.627,"endTime":257.857,"body":"that"},{"speaker":"Mark Wainwright","startTime":257.857,"endTime":258.167,"body":"are"},{"speaker":"Mark Wainwright","startTime":258.367,"endTime":258.777,"body":"tiny"},{"speaker":"Mark Wainwright","startTime":258.867,"endTime":259.137,"body":"or"},{"speaker":"Mark Wainwright","startTime":259.157,"endTime":259.507,"body":"firms"},{"speaker":"Mark Wainwright","startTime":259.507,"endTime":259.647,"body":"that"},{"speaker":"Mark Wainwright","startTime":259.647,"endTime":259.947,"body":"are,"},{"speaker":"Mark Wainwright","startTime":259.947,"endTime":260.407,"body":"large,"},{"speaker":"Mark Wainwright","startTime":260.517,"endTime":260.687,"body":"you"},{"speaker":"Mark Wainwright","startTime":260.687,"endTime":260.887,"body":"know,"},{"speaker":"Mark Wainwright","startTime":260.977,"endTime":261.147,"body":"it"},{"speaker":"Mark Wainwright","startTime":261.147,"endTime":261.597,"body":"varies."},{"speaker":"Mark Wainwright","startTime":261.607,"endTime":261.967,"body":"So"},{"speaker":"Mark Wainwright","startTime":262.217,"endTime":262.347,"body":"a"},{"speaker":"Mark Wainwright","startTime":262.347,"endTime":262.807,"body":"segment"},{"speaker":"Mark Wainwright","startTime":262.807,"endTime":262.947,"body":"from"},{"speaker":"Mark Wainwright","startTime":262.947,"endTime":263.097,"body":"my"},{"speaker":"Mark Wainwright","startTime":263.097,"endTime":263.607,"body":"perspective"},{"speaker":"Mark Wainwright","startTime":263.607,"endTime":263.757,"body":"is"},{"speaker":"Mark Wainwright","startTime":263.757,"endTime":263.977,"body":"just"},{"speaker":"Mark Wainwright","startTime":264.017,"endTime":264.267,"body":"any"},{"speaker":"Mark Wainwright","startTime":264.267,"endTime":264.907,"body":"grouping"},{"speaker":"Mark Wainwright","startTime":264.907,"endTime":265.257,"body":"of"},{"speaker":"Mark Wainwright","startTime":265.427,"endTime":266.197,"body":"potential"},{"speaker":"Mark Wainwright","startTime":266.237,"endTime":266.687,"body":"and"},{"speaker":"Mark Wainwright","startTime":266.847,"endTime":267.777,"body":"existing"},{"speaker":"Mark Wainwright","startTime":267.777,"endTime":268.387,"body":"firms"},{"speaker":"Mark Wainwright","startTime":268.397,"endTime":268.727,"body":"that"},{"speaker":"Mark Wainwright","startTime":268.747,"endTime":269.127,"body":"you"},{"speaker":"Mark Wainwright","startTime":269.127,"endTime":269.357,"body":"want"},{"speaker":"Mark Wainwright","startTime":269.377,"endTime":269.407,"body":"to"},{"speaker":"Mark Wainwright","startTime":269.407,"endTime":269.537,"body":"do"},{"speaker":"Mark Wainwright","startTime":269.537,"endTime":269.697,"body":"work"},{"speaker":"Mark Wainwright","startTime":269.697,"endTime":269.867,"body":"with,"},{"speaker":"Mark Wainwright","startTime":269.867,"endTime":269.947,"body":"or"},{"speaker":"Mark Wainwright","startTime":269.947,"endTime":270.047,"body":"you"},{"speaker":"Mark Wainwright","startTime":270.047,"endTime":270.247,"body":"have"},{"speaker":"Mark Wainwright","startTime":270.247,"endTime":270.417,"body":"done"},{"speaker":"Mark Wainwright","startTime":270.417,"endTime":270.607,"body":"work"},{"speaker":"Mark Wainwright","startTime":270.607,"endTime":270.827,"body":"with"},{"speaker":"Mark Wainwright","startTime":271.147,"endTime":271.357,"body":"who"},{"speaker":"Mark Wainwright","startTime":271.357,"endTime":271.577,"body":"are"},{"speaker":"Mark Wainwright","startTime":271.577,"endTime":271.947,"body":"similar,"},{"speaker":"Mark Wainwright","startTime":272.017,"endTime":272.107,"body":"who"},{"speaker":"Mark Wainwright","startTime":272.107,"endTime":272.187,"body":"you"},{"speaker":"Mark Wainwright","startTime":272.187,"endTime":272.267,"body":"can"},{"speaker":"Mark Wainwright","startTime":272.267,"endTime":272.377,"body":"kind"},{"speaker":"Mark Wainwright","startTime":272.377,"endTime":272.467,"body":"of"},{"speaker":"Mark Wainwright","startTime":272.467,"endTime":272.617,"body":"draw"},{"speaker":"Mark Wainwright","startTime":272.617,"endTime":272.677,"body":"a"},{"speaker":"Mark Wainwright","startTime":272.677,"endTime":273.017,"body":"circle"},{"speaker":"Mark Wainwright","startTime":273.017,"endTime":273.157,"body":"around"},{"speaker":"Mark Wainwright","startTime":273.157,"endTime":273.217,"body":"them"},{"speaker":"Mark Wainwright","startTime":273.217,"endTime":273.317,"body":"and"},{"speaker":"Mark Wainwright","startTime":273.317,"endTime":273.447,"body":"call"},{"speaker":"Mark Wainwright","startTime":273.447,"endTime":273.517,"body":"them"},{"speaker":"Mark Wainwright","startTime":273.517,"endTime":273.577,"body":"a"},{"speaker":"Mark Wainwright","startTime":273.577,"endTime":273.967,"body":"group,"},{"speaker":"Mark Wainwright","startTime":274.007,"endTime":274.237,"body":"right?"},{"speaker":"Mark Wainwright","startTime":274.277,"endTime":274.357,"body":"And"},{"speaker":"Mark Wainwright","startTime":274.357,"endTime":274.517,"body":"that's"},{"speaker":"Mark Wainwright","startTime":274.517,"endTime":274.577,"body":"a"},{"speaker":"Mark Wainwright","startTime":274.577,"endTime":274.917,"body":"segment,"},{"speaker":"John Tyreman","startTime":276.397,"endTime":276.547,"body":"I've"},{"speaker":"John Tyreman","startTime":276.547,"endTime":276.707,"body":"always"},{"speaker":"John Tyreman","startTime":276.707,"endTime":276.887,"body":"found"},{"speaker":"John Tyreman","startTime":276.887,"endTime":277.007,"body":"that"},{"speaker":"John Tyreman","startTime":277.007,"endTime":277.417,"body":"interesting."},{"speaker":"John Tyreman","startTime":277.417,"endTime":277.487,"body":"And"},{"speaker":"John Tyreman","startTime":277.487,"endTime":277.547,"body":"I"},{"speaker":"John Tyreman","startTime":277.567,"endTime":277.757,"body":"think"},{"speaker":"John Tyreman","startTime":277.757,"endTime":277.857,"body":"that"},{"speaker":"John Tyreman","startTime":277.857,"endTime":278.027,"body":"there's"},{"speaker":"John Tyreman","startTime":278.027,"endTime":278.147,"body":"so"},{"speaker":"John Tyreman","startTime":278.147,"endTime":278.347,"body":"many"},{"speaker":"John Tyreman","startTime":278.347,"endTime":278.667,"body":"different"},{"speaker":"John Tyreman","startTime":278.667,"endTime":278.967,"body":"ways"},{"speaker":"John Tyreman","startTime":278.967,"endTime":279.077,"body":"to"},{"speaker":"John Tyreman","startTime":279.077,"endTime":279.887,"body":"categorize"},{"speaker":"John Tyreman","startTime":279.927,"endTime":280.667,"body":"businesses."},{"speaker":"John Tyreman","startTime":281.017,"endTime":281.367,"body":"Another"},{"speaker":"John Tyreman","startTime":281.367,"endTime":281.597,"body":"one"},{"speaker":"John Tyreman","startTime":281.597,"endTime":281.787,"body":"might"},{"speaker":"John Tyreman","startTime":281.787,"endTime":281.997,"body":"be"},{"speaker":"John Tyreman","startTime":281.997,"endTime":282.187,"body":"like"},{"speaker":"John Tyreman","startTime":282.187,"endTime":282.287,"body":"the"},{"speaker":"John Tyreman","startTime":282.287,"endTime":283.117,"body":"organizational"},{"speaker":"John Tyreman","startTime":283.117,"endTime":283.627,"body":"structure."},{"speaker":"John Tyreman","startTime":283.627,"endTime":283.837,"body":"Like"},{"speaker":"John Tyreman","startTime":283.837,"endTime":284.137,"body":"we"},{"speaker":"John Tyreman","startTime":284.177,"endTime":284.747,"body":"only"},{"speaker":"John Tyreman","startTime":284.747,"endTime":285.117,"body":"work"},{"speaker":"John Tyreman","startTime":285.117,"endTime":285.397,"body":"with"},{"speaker":"John Tyreman","startTime":285.467,"endTime":286.147,"body":"partnership."},{"speaker":"John Tyreman","startTime":286.537,"endTime":287.457,"body":"Organizations"},{"speaker":"John Tyreman","startTime":287.747,"endTime":287.897,"body":"that"},{"speaker":"John Tyreman","startTime":287.897,"endTime":287.947,"body":"are"},{"speaker":"John Tyreman","startTime":287.947,"endTime":288.317,"body":"structured"},{"speaker":"John Tyreman","startTime":288.317,"endTime":288.527,"body":"via"},{"speaker":"John Tyreman","startTime":288.527,"endTime":289.027,"body":"partnership"},{"speaker":"John Tyreman","startTime":289.027,"endTime":289.297,"body":"or"},{"speaker":"John Tyreman","startTime":289.297,"endTime":289.557,"body":"we"},{"speaker":"John Tyreman","startTime":289.557,"endTime":289.827,"body":"only"},{"speaker":"John Tyreman","startTime":289.827,"endTime":290.137,"body":"work"},{"speaker":"John Tyreman","startTime":290.137,"endTime":290.437,"body":"with,"},{"speaker":"John Tyreman","startTime":290.437,"endTime":290.747,"body":"private"},{"speaker":"John Tyreman","startTime":290.747,"endTime":291.067,"body":"equity"},{"speaker":"John Tyreman","startTime":291.077,"endTime":291.317,"body":"backed"},{"speaker":"John Tyreman","startTime":291.317,"endTime":291.857,"body":"firms,"},{"speaker":"John Tyreman","startTime":291.887,"endTime":292.067,"body":"you"},{"speaker":"John Tyreman","startTime":292.067,"endTime":292.167,"body":"know,"},{"speaker":"John Tyreman","startTime":292.167,"endTime":292.357,"body":"there's"},{"speaker":"John Tyreman","startTime":292.357,"endTime":292.407,"body":"a"},{"speaker":"John Tyreman","startTime":292.407,"endTime":292.647,"body":"number"},{"speaker":"John Tyreman","startTime":292.647,"endTime":292.667,"body":"of"},{"speaker":"John Tyreman","startTime":292.707,"endTime":292.927,"body":"different"},{"speaker":"John Tyreman","startTime":292.927,"endTime":293.137,"body":"ways"},{"speaker":"John Tyreman","startTime":293.147,"endTime":293.177,"body":"that"},{"speaker":"John Tyreman","startTime":293.187,"endTime":293.317,"body":"you"},{"speaker":"John Tyreman","startTime":293.317,"endTime":293.447,"body":"can"},{"speaker":"John Tyreman","startTime":293.447,"endTime":293.757,"body":"slice"},{"speaker":"John Tyreman","startTime":293.757,"endTime":293.927,"body":"and"},{"speaker":"John Tyreman","startTime":293.927,"endTime":294.207,"body":"dice"},{"speaker":"John Tyreman","startTime":294.207,"endTime":294.347,"body":"it."},{"speaker":"John Tyreman","startTime":294.367,"endTime":294.427,"body":"And"},{"speaker":"John Tyreman","startTime":294.427,"endTime":294.497,"body":"I"},{"speaker":"John Tyreman","startTime":294.507,"endTime":294.687,"body":"think"},{"speaker":"John Tyreman","startTime":294.687,"endTime":294.867,"body":"that's"},{"speaker":"John Tyreman","startTime":294.877,"endTime":295.017,"body":"kind"},{"speaker":"John Tyreman","startTime":295.017,"endTime":295.057,"body":"of"},{"speaker":"John Tyreman","startTime":295.067,"endTime":295.157,"body":"the"},{"speaker":"John Tyreman","startTime":295.157,"endTime":295.487,"body":"point"},{"speaker":"John Tyreman","startTime":295.487,"endTime":295.597,"body":"we're"},{"speaker":"John Tyreman","startTime":295.597,"endTime":296.067,"body":"making"},{"speaker":"John Tyreman","startTime":296.067,"endTime":296.397,"body":"is,"},{"speaker":"John Tyreman","startTime":296.467,"endTime":296.597,"body":"you"},{"speaker":"John Tyreman","startTime":296.597,"endTime":296.707,"body":"know,"},{"speaker":"John Tyreman","startTime":296.707,"endTime":297.167,"body":"segment"},{"speaker":"John Tyreman","startTime":297.207,"endTime":297.547,"body":"doesn't"},{"speaker":"John Tyreman","startTime":297.557,"endTime":297.737,"body":"have"},{"speaker":"John Tyreman","startTime":297.737,"endTime":297.837,"body":"to"},{"speaker":"John Tyreman","startTime":297.837,"endTime":298.277,"body":"be"},{"speaker":"John Tyreman","startTime":298.377,"endTime":298.587,"body":"just"},{"speaker":"John Tyreman","startTime":298.587,"endTime":298.717,"body":"a"},{"speaker":"John Tyreman","startTime":298.737,"endTime":298.987,"body":"couple"},{"speaker":"John Tyreman","startTime":298.987,"endTime":299.087,"body":"of"},{"speaker":"John Tyreman","startTime":299.087,"endTime":299.237,"body":"these"},{"speaker":"John Tyreman","startTime":299.237,"endTime":299.517,"body":"different"},{"speaker":"John Tyreman","startTime":299.517,"endTime":300.047,"body":"criteria"},{"speaker":"John Tyreman","startTime":300.047,"endTime":300.177,"body":"is"},{"speaker":"John Tyreman","startTime":300.177,"endTime":300.347,"body":"it's"},{"speaker":"John Tyreman","startTime":300.347,"endTime":300.737,"body":"really."},{"speaker":"John Tyreman","startTime":300.902,"endTime":301.172,"body":"Where"},{"speaker":"John Tyreman","startTime":301.172,"endTime":301.252,"body":"do"},{"speaker":"John Tyreman","startTime":301.252,"endTime":301.582,"body":"you"},{"speaker":"John Tyreman","startTime":301.622,"endTime":302.372,"body":"provide"},{"speaker":"John Tyreman","startTime":302.382,"endTime":302.792,"body":"unique"},{"speaker":"John Tyreman","startTime":302.792,"endTime":303.522,"body":"value"},{"speaker":"John Tyreman","startTime":303.642,"endTime":303.822,"body":"and"},{"speaker":"John Tyreman","startTime":303.822,"endTime":303.952,"body":"how"},{"speaker":"John Tyreman","startTime":303.952,"endTime":304.022,"body":"do"},{"speaker":"John Tyreman","startTime":304.022,"endTime":304.142,"body":"you"},{"speaker":"John Tyreman","startTime":304.152,"endTime":304.872,"body":"categorize"},{"speaker":"John Tyreman","startTime":304.882,"endTime":305.092,"body":"that"},{"speaker":"John Tyreman","startTime":305.092,"endTime":305.442,"body":"segment"},{"speaker":"John Tyreman","startTime":305.462,"endTime":305.592,"body":"of"},{"speaker":"John Tyreman","startTime":305.592,"endTime":305.662,"body":"the"},{"speaker":"John Tyreman","startTime":305.662,"endTime":306.072,"body":"market?"},{"speaker":"Mark Wainwright","startTime":306.607,"endTime":306.867,"body":"right."},{"speaker":"Mark Wainwright","startTime":306.867,"endTime":307.017,"body":"And"},{"speaker":"Mark Wainwright","startTime":307.017,"endTime":307.087,"body":"you"},{"speaker":"Mark Wainwright","startTime":307.087,"endTime":307.267,"body":"want"},{"speaker":"Mark Wainwright","startTime":307.267,"endTime":307.357,"body":"it"},{"speaker":"Mark Wainwright","startTime":307.357,"endTime":307.427,"body":"to"},{"speaker":"Mark Wainwright","startTime":307.437,"endTime":307.627,"body":"be"},{"speaker":"Mark Wainwright","startTime":307.637,"endTime":307.927,"body":"big"},{"speaker":"Mark Wainwright","startTime":307.927,"endTime":308.447,"body":"enough."},{"speaker":"Mark Wainwright","startTime":309.047,"endTime":309.287,"body":"that"},{"speaker":"Mark Wainwright","startTime":309.287,"endTime":309.477,"body":"there's"},{"speaker":"Mark Wainwright","startTime":309.477,"endTime":309.537,"body":"a,"},{"speaker":"Mark Wainwright","startTime":309.547,"endTime":309.787,"body":"they're"},{"speaker":"Mark Wainwright","startTime":309.787,"endTime":310.137,"body":"there,"},{"speaker":"Mark Wainwright","startTime":311.087,"endTime":311.317,"body":"but"},{"speaker":"Mark Wainwright","startTime":311.317,"endTime":311.417,"body":"you"},{"speaker":"Mark Wainwright","startTime":311.417,"endTime":311.597,"body":"don't"},{"speaker":"Mark Wainwright","startTime":311.597,"endTime":311.777,"body":"want"},{"speaker":"Mark Wainwright","startTime":311.777,"endTime":311.867,"body":"it"},{"speaker":"Mark Wainwright","startTime":311.867,"endTime":311.937,"body":"to"},{"speaker":"Mark Wainwright","startTime":311.937,"endTime":312.097,"body":"be"},{"speaker":"Mark Wainwright","startTime":312.097,"endTime":312.337,"body":"so"},{"speaker":"Mark Wainwright","startTime":312.337,"endTime":312.557,"body":"big."},{"speaker":"Mark Wainwright","startTime":312.567,"endTime":312.677,"body":"They"},{"speaker":"Mark Wainwright","startTime":312.677,"endTime":312.927,"body":"can't"},{"speaker":"Mark Wainwright","startTime":312.927,"endTime":313.017,"body":"get"},{"speaker":"Mark Wainwright","startTime":313.017,"endTime":313.117,"body":"your"},{"speaker":"Mark Wainwright","startTime":313.117,"endTime":313.347,"body":"arms"},{"speaker":"Mark Wainwright","startTime":313.347,"endTime":313.567,"body":"wrapped"},{"speaker":"Mark Wainwright","startTime":313.567,"endTime":313.807,"body":"around"},{"speaker":"Mark Wainwright","startTime":313.807,"endTime":313.947,"body":"it,"},{"speaker":"Mark Wainwright","startTime":314.047,"endTime":314.287,"body":"right?"},{"speaker":"Mark Wainwright","startTime":314.287,"endTime":314.417,"body":"You"},{"speaker":"Mark Wainwright","startTime":314.417,"endTime":314.707,"body":"can't"},{"speaker":"Mark Wainwright","startTime":314.717,"endTime":315.097,"body":"define"},{"speaker":"Mark Wainwright","startTime":315.097,"endTime":315.217,"body":"the"},{"speaker":"Mark Wainwright","startTime":315.217,"endTime":315.517,"body":"edges"},{"speaker":"Mark Wainwright","startTime":315.517,"endTime":315.677,"body":"of"},{"speaker":"Mark Wainwright","startTime":315.677,"endTime":315.817,"body":"it,"},{"speaker":"Mark Wainwright","startTime":315.817,"endTime":315.937,"body":"that"},{"speaker":"Mark Wainwright","startTime":315.937,"endTime":316.047,"body":"it's"},{"speaker":"Mark Wainwright","startTime":316.047,"endTime":316.227,"body":"just"},{"speaker":"Mark Wainwright","startTime":316.227,"endTime":316.407,"body":"this"},{"speaker":"Mark Wainwright","startTime":316.407,"endTime":316.827,"body":"massive"},{"speaker":"Mark Wainwright","startTime":316.827,"endTime":317.257,"body":"circle."},{"speaker":"Mark Wainwright","startTime":317.257,"endTime":317.607,"body":"So"},{"speaker":"Mark Wainwright","startTime":317.957,"endTime":318.097,"body":"it"},{"speaker":"Mark Wainwright","startTime":318.097,"endTime":318.297,"body":"should"},{"speaker":"Mark Wainwright","startTime":318.307,"endTime":318.517,"body":"be"},{"speaker":"Mark Wainwright","startTime":318.517,"endTime":318.677,"body":"kind"},{"speaker":"Mark Wainwright","startTime":318.677,"endTime":318.867,"body":"of"},{"speaker":"Mark Wainwright","startTime":318.967,"endTime":319.847,"body":"reasonable,"},{"speaker":"Mark Wainwright","startTime":319.847,"endTime":320.617,"body":"approachable,"},{"speaker":"Mark Wainwright","startTime":320.937,"endTime":321.707,"body":"addressable."},{"speaker":"Mark Wainwright","startTime":322.027,"endTime":322.277,"body":"so"},{"speaker":"Mark Wainwright","startTime":322.277,"endTime":322.597,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":322.672,"endTime":322.922,"body":"something"},{"speaker":"Mark Wainwright","startTime":322.922,"endTime":323.012,"body":"you"},{"speaker":"Mark Wainwright","startTime":323.012,"endTime":323.092,"body":"can"},{"speaker":"Mark Wainwright","startTime":323.092,"endTime":323.212,"body":"kind"},{"speaker":"Mark Wainwright","startTime":323.212,"endTime":323.292,"body":"of"},{"speaker":"Mark Wainwright","startTime":323.292,"endTime":323.392,"body":"get"},{"speaker":"Mark Wainwright","startTime":323.392,"endTime":323.492,"body":"your"},{"speaker":"Mark Wainwright","startTime":323.492,"endTime":323.712,"body":"arms"},{"speaker":"Mark Wainwright","startTime":323.712,"endTime":323.912,"body":"wrapped"},{"speaker":"Mark Wainwright","startTime":323.912,"endTime":324.142,"body":"around."},{"speaker":"John Tyreman","startTime":324.987,"endTime":325.237,"body":"Yep."},{"speaker":"John Tyreman","startTime":325.297,"endTime":325.567,"body":"And"},{"speaker":"John Tyreman","startTime":325.607,"endTime":325.897,"body":"we've"},{"speaker":"John Tyreman","startTime":325.897,"endTime":326.567,"body":"mentioned"},{"speaker":"John Tyreman","startTime":327.087,"endTime":327.317,"body":"on"},{"speaker":"John Tyreman","startTime":327.317,"endTime":327.577,"body":"the"},{"speaker":"John Tyreman","startTime":327.587,"endTime":328.157,"body":"show"},{"speaker":"John Tyreman","startTime":328.187,"endTime":328.697,"body":"multiple"},{"speaker":"John Tyreman","startTime":328.697,"endTime":329.147,"body":"times,"},{"speaker":"John Tyreman","startTime":329.147,"endTime":329.337,"body":"this"},{"speaker":"John Tyreman","startTime":329.337,"endTime":329.697,"body":"notion"},{"speaker":"John Tyreman","startTime":329.697,"endTime":329.807,"body":"of"},{"speaker":"John Tyreman","startTime":329.807,"endTime":329.867,"body":"a"},{"speaker":"John Tyreman","startTime":329.867,"endTime":330.507,"body":"marketing"},{"speaker":"John Tyreman","startTime":330.787,"endTime":330.967,"body":"and"},{"speaker":"John Tyreman","startTime":330.967,"endTime":331.437,"body":"sales"},{"speaker":"John Tyreman","startTime":331.437,"endTime":332.267,"body":"continuum"},{"speaker":"John Tyreman","startTime":332.377,"endTime":332.527,"body":"and"},{"speaker":"John Tyreman","startTime":332.527,"endTime":332.767,"body":"so"},{"speaker":"John Tyreman","startTime":333.047,"endTime":333.207,"body":"in"},{"speaker":"John Tyreman","startTime":333.207,"endTime":333.457,"body":"your"},{"speaker":"John Tyreman","startTime":333.457,"endTime":333.807,"body":"mind,"},{"speaker":"John Tyreman","startTime":333.837,"endTime":334.207,"body":"Mark,"},{"speaker":"John Tyreman","startTime":334.217,"endTime":334.437,"body":"where"},{"speaker":"John Tyreman","startTime":334.437,"endTime":334.557,"body":"did"},{"speaker":"John Tyreman","startTime":334.567,"endTime":334.767,"body":"these"},{"speaker":"John Tyreman","startTime":334.777,"endTime":335.337,"body":"segment"},{"speaker":"John Tyreman","startTime":335.337,"endTime":335.947,"body":"development"},{"speaker":"John Tyreman","startTime":335.957,"endTime":336.407,"body":"plans"},{"speaker":"John Tyreman","startTime":336.417,"endTime":336.747,"body":"live"},{"speaker":"John Tyreman","startTime":336.747,"endTime":336.917,"body":"on"},{"speaker":"John Tyreman","startTime":336.917,"endTime":337.177,"body":"that"},{"speaker":"John Tyreman","startTime":337.187,"endTime":337.807,"body":"continuum?"},{"speaker":"Mark Wainwright","startTime":338.282,"endTime":338.612,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":338.702,"endTime":338.932,"body":"it"},{"speaker":"Mark Wainwright","startTime":338.932,"endTime":339.552,"body":"requires"},{"speaker":"Mark Wainwright","startTime":339.552,"endTime":339.622,"body":"a"},{"speaker":"Mark Wainwright","startTime":339.622,"endTime":339.822,"body":"good"},{"speaker":"Mark Wainwright","startTime":339.822,"endTime":339.962,"body":"bit"},{"speaker":"Mark Wainwright","startTime":339.962,"endTime":339.992,"body":"of"},{"speaker":"Mark Wainwright","startTime":340.012,"endTime":340.262,"body":"work"},{"speaker":"Mark Wainwright","startTime":340.262,"endTime":340.382,"body":"and"},{"speaker":"Mark Wainwright","startTime":340.382,"endTime":340.542,"body":"some"},{"speaker":"Mark Wainwright","startTime":340.542,"endTime":341.142,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":341.142,"endTime":341.272,"body":"and"},{"speaker":"Mark Wainwright","startTime":341.272,"endTime":341.422,"body":"some"},{"speaker":"Mark Wainwright","startTime":341.422,"endTime":341.762,"body":"focus"},{"speaker":"Mark Wainwright","startTime":341.782,"endTime":342.032,"body":"with,"},{"speaker":"Mark Wainwright","startTime":342.072,"endTime":342.622,"body":"both."},{"speaker":"Mark Wainwright","startTime":342.642,"endTime":343.212,"body":"So"},{"speaker":"Mark Wainwright","startTime":343.542,"endTime":343.752,"body":"in"},{"speaker":"Mark Wainwright","startTime":343.752,"endTime":343.852,"body":"the"},{"speaker":"Mark Wainwright","startTime":343.852,"endTime":344.152,"body":"name"},{"speaker":"Mark Wainwright","startTime":344.152,"endTime":344.322,"body":"of"},{"speaker":"Mark Wainwright","startTime":344.322,"endTime":345.002,"body":"avoiding"},{"speaker":"Mark Wainwright","startTime":345.012,"endTime":345.202,"body":"the"},{"speaker":"Mark Wainwright","startTime":345.212,"endTime":345.662,"body":"messy"},{"speaker":"Mark Wainwright","startTime":345.662,"endTime":346.272,"body":"middle,"},{"speaker":"Mark Wainwright","startTime":346.632,"endTime":346.762,"body":"I"},{"speaker":"Mark Wainwright","startTime":346.762,"endTime":347.152,"body":"almost"},{"speaker":"Mark Wainwright","startTime":347.152,"endTime":347.372,"body":"feel"},{"speaker":"Mark Wainwright","startTime":347.372,"endTime":347.532,"body":"like"},{"speaker":"Mark Wainwright","startTime":347.532,"endTime":347.622,"body":"we"},{"speaker":"Mark Wainwright","startTime":347.622,"endTime":347.812,"body":"want"},{"speaker":"Mark Wainwright","startTime":347.812,"endTime":347.872,"body":"to"},{"speaker":"Mark Wainwright","startTime":347.872,"endTime":348.202,"body":"jump"},{"speaker":"Mark Wainwright","startTime":348.212,"endTime":348.442,"body":"back"},{"speaker":"Mark Wainwright","startTime":348.442,"endTime":348.592,"body":"and"},{"speaker":"Mark Wainwright","startTime":348.592,"endTime":348.882,"body":"forth"},{"speaker":"Mark Wainwright","startTime":348.882,"endTime":349.212,"body":"between"},{"speaker":"Mark Wainwright","startTime":349.212,"endTime":349.322,"body":"a"},{"speaker":"Mark Wainwright","startTime":349.352,"endTime":349.712,"body":"two"},{"speaker":"Mark Wainwright","startTime":349.712,"endTime":349.882,"body":"and"},{"speaker":"Mark Wainwright","startTime":349.882,"endTime":349.962,"body":"a"},{"speaker":"Mark Wainwright","startTime":349.962,"endTime":350.612,"body":"four"},{"speaker":"Mark Wainwright","startTime":350.812,"endTime":350.852,"body":"kind"},{"speaker":"Mark Wainwright","startTime":350.852,"endTime":350.912,"body":"of"},{"speaker":"Mark Wainwright","startTime":350.912,"endTime":350.972,"body":"a"},{"speaker":"Mark Wainwright","startTime":350.972,"endTime":351.212,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":351.212,"endTime":351.552,"body":"because"},{"speaker":"Mark Wainwright","startTime":351.552,"endTime":351.862,"body":"really,"},{"speaker":"Mark Wainwright","startTime":351.922,"endTime":352.222,"body":"There"},{"speaker":"Mark Wainwright","startTime":352.222,"endTime":352.582,"body":"are,"},{"speaker":"Mark Wainwright","startTime":353.042,"endTime":353.382,"body":"very"},{"speaker":"Mark Wainwright","startTime":353.382,"endTime":353.952,"body":"important"},{"speaker":"Mark Wainwright","startTime":353.952,"endTime":354.392,"body":"critical"},{"speaker":"Mark Wainwright","startTime":354.392,"endTime":354.972,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":355.032,"endTime":355.692,"body":"activities"},{"speaker":"Mark Wainwright","startTime":355.692,"endTime":355.832,"body":"that"},{"speaker":"Mark Wainwright","startTime":355.832,"endTime":355.932,"body":"are"},{"speaker":"Mark Wainwright","startTime":355.932,"endTime":356.372,"body":"focused"},{"speaker":"Mark Wainwright","startTime":356.422,"endTime":356.662,"body":"with"},{"speaker":"Mark Wainwright","startTime":356.662,"endTime":356.922,"body":"this"},{"speaker":"Mark Wainwright","startTime":356.942,"endTime":357.312,"body":"planning"},{"speaker":"Mark Wainwright","startTime":357.312,"endTime":358.062,"body":"exercise,"},{"speaker":"Mark Wainwright","startTime":358.262,"endTime":358.562,"body":"as"},{"speaker":"Mark Wainwright","startTime":358.562,"endTime":358.902,"body":"well"},{"speaker":"Mark Wainwright","startTime":358.922,"endTime":359.312,"body":"as"},{"speaker":"Mark Wainwright","startTime":359.322,"endTime":359.732,"body":"some"},{"speaker":"Mark Wainwright","startTime":359.732,"endTime":359.992,"body":"one"},{"speaker":"Mark Wainwright","startTime":359.992,"endTime":360.112,"body":"to"},{"speaker":"Mark Wainwright","startTime":360.112,"endTime":360.412,"body":"one"},{"speaker":"Mark Wainwright","startTime":360.412,"endTime":360.752,"body":"sales"},{"speaker":"Mark Wainwright","startTime":360.752,"endTime":361.542,"body":"conversations"},{"speaker":"Mark Wainwright","startTime":361.542,"endTime":361.732,"body":"that"},{"speaker":"Mark Wainwright","startTime":361.772,"endTime":362.352,"body":"hopefully,"},{"speaker":"Mark Wainwright","startTime":362.552,"endTime":362.862,"body":"we'll"},{"speaker":"Mark Wainwright","startTime":362.932,"endTime":363.292,"body":"produce"},{"speaker":"Mark Wainwright","startTime":363.292,"endTime":363.652,"body":"some,"},{"speaker":"Mark Wainwright","startTime":363.702,"endTime":363.932,"body":"some"},{"speaker":"Mark Wainwright","startTime":363.932,"endTime":364.092,"body":"new"},{"speaker":"Mark Wainwright","startTime":364.092,"endTime":364.812,"body":"opportunities."},{"speaker":"Mark Wainwright","startTime":365.122,"endTime":365.692,"body":"So,"},{"speaker":"Mark Wainwright","startTime":365.942,"endTime":366.122,"body":"like"},{"speaker":"Mark Wainwright","startTime":366.122,"endTime":366.182,"body":"I"},{"speaker":"Mark Wainwright","startTime":366.182,"endTime":366.452,"body":"said,"},{"speaker":"Mark Wainwright","startTime":366.452,"endTime":366.592,"body":"in,"},{"speaker":"Mark Wainwright","startTime":366.682,"endTime":366.842,"body":"in"},{"speaker":"Mark Wainwright","startTime":366.842,"endTime":367.082,"body":"order"},{"speaker":"Mark Wainwright","startTime":367.082,"endTime":367.342,"body":"to"},{"speaker":"Mark Wainwright","startTime":367.352,"endTime":367.762,"body":"avoid"},{"speaker":"Mark Wainwright","startTime":367.762,"endTime":367.852,"body":"the"},{"speaker":"Mark Wainwright","startTime":367.852,"endTime":368.332,"body":"threes"},{"speaker":"Mark Wainwright","startTime":368.332,"endTime":368.472,"body":"where"},{"speaker":"Mark Wainwright","startTime":368.472,"endTime":368.802,"body":"nobody"},{"speaker":"Mark Wainwright","startTime":368.802,"endTime":368.992,"body":"knows"},{"speaker":"Mark Wainwright","startTime":368.992,"endTime":369.162,"body":"what's"},{"speaker":"Mark Wainwright","startTime":369.162,"endTime":369.432,"body":"going"},{"speaker":"Mark Wainwright","startTime":369.432,"endTime":369.622,"body":"on,"},{"speaker":"Mark Wainwright","startTime":369.622,"endTime":369.772,"body":"where"},{"speaker":"Mark Wainwright","startTime":369.772,"endTime":369.842,"body":"the"},{"speaker":"Mark Wainwright","startTime":369.842,"endTime":370.112,"body":"vast"},{"speaker":"Mark Wainwright","startTime":370.112,"endTime":370.522,"body":"majority"},{"speaker":"Mark Wainwright","startTime":370.522,"endTime":370.652,"body":"of"},{"speaker":"Mark Wainwright","startTime":370.652,"endTime":370.882,"body":"our"},{"speaker":"Mark Wainwright","startTime":370.932,"endTime":371.522,"body":"lovely"},{"speaker":"Mark Wainwright","startTime":371.552,"endTime":372.042,"body":"business"},{"speaker":"Mark Wainwright","startTime":372.072,"endTime":372.512,"body":"developers."},{"speaker":"Mark Wainwright","startTime":372.977,"endTime":373.417,"body":"Friends"},{"speaker":"Mark Wainwright","startTime":373.417,"endTime":373.597,"body":"sort"},{"speaker":"Mark Wainwright","startTime":373.597,"endTime":373.947,"body":"of"},{"speaker":"Mark Wainwright","startTime":374.357,"endTime":374.987,"body":"live."},{"speaker":"Mark Wainwright","startTime":375.357,"endTime":375.547,"body":"I"},{"speaker":"Mark Wainwright","startTime":375.547,"endTime":375.697,"body":"would"},{"speaker":"Mark Wainwright","startTime":375.697,"endTime":375.887,"body":"say"},{"speaker":"Mark Wainwright","startTime":375.887,"endTime":375.967,"body":"it"},{"speaker":"Mark Wainwright","startTime":375.977,"endTime":376.627,"body":"requires"},{"speaker":"Mark Wainwright","startTime":376.627,"endTime":376.967,"body":"of,"},{"speaker":"Mark Wainwright","startTime":377.017,"endTime":377.747,"body":"partnership"},{"speaker":"Mark Wainwright","startTime":378.277,"endTime":378.757,"body":"really,"},{"speaker":"Mark Wainwright","startTime":378.947,"endTime":379.497,"body":"between"},{"speaker":"Mark Wainwright","startTime":379.797,"endTime":379.937,"body":"the"},{"speaker":"Mark Wainwright","startTime":379.937,"endTime":380.357,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":380.357,"endTime":380.857,"body":"resources"},{"speaker":"Mark Wainwright","startTime":380.857,"endTime":380.947,"body":"and"},{"speaker":"Mark Wainwright","startTime":380.957,"endTime":381.477,"body":"marketing,"},{"speaker":"Mark Wainwright","startTime":381.567,"endTime":381.837,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":381.837,"endTime":382.407,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":382.407,"endTime":382.477,"body":"in"},{"speaker":"Mark Wainwright","startTime":382.477,"endTime":382.547,"body":"your"},{"speaker":"Mark Wainwright","startTime":382.547,"endTime":383.237,"body":"organization"},{"speaker":"Mark Wainwright","startTime":383.277,"endTime":383.837,"body":"and"},{"speaker":"Mark Wainwright","startTime":384.147,"endTime":384.357,"body":"the"},{"speaker":"Mark Wainwright","startTime":384.367,"endTime":384.657,"body":"sales"},{"speaker":"Mark Wainwright","startTime":384.657,"endTime":384.767,"body":"end"},{"speaker":"Mark Wainwright","startTime":384.767,"endTime":384.857,"body":"of"},{"speaker":"Mark Wainwright","startTime":384.857,"endTime":385.147,"body":"things."},{"speaker":"Mark Wainwright","startTime":385.147,"endTime":385.427,"body":"So"},{"speaker":"Mark Wainwright","startTime":385.647,"endTime":385.867,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":385.867,"endTime":386.037,"body":"it's"},{"speaker":"Mark Wainwright","startTime":386.037,"endTime":386.087,"body":"a"},{"speaker":"Mark Wainwright","startTime":386.087,"endTime":386.287,"body":"little"},{"speaker":"Mark Wainwright","startTime":386.287,"endTime":386.417,"body":"bit"},{"speaker":"Mark Wainwright","startTime":386.417,"endTime":386.487,"body":"of"},{"speaker":"Mark Wainwright","startTime":386.487,"endTime":386.697,"body":"both."},{"speaker":"John Tyreman","startTime":387.652,"endTime":387.812,"body":"I'm"},{"speaker":"John Tyreman","startTime":387.812,"endTime":388.322,"body":"reminded"},{"speaker":"John Tyreman","startTime":388.332,"endTime":388.482,"body":"of"},{"speaker":"John Tyreman","startTime":388.482,"endTime":388.712,"body":"a,"},{"speaker":"John Tyreman","startTime":388.712,"endTime":388.952,"body":"an"},{"speaker":"John Tyreman","startTime":388.952,"endTime":389.472,"body":"episode"},{"speaker":"John Tyreman","startTime":389.472,"endTime":389.592,"body":"we"},{"speaker":"John Tyreman","startTime":389.592,"endTime":389.852,"body":"did"},{"speaker":"John Tyreman","startTime":389.912,"endTime":390.612,"body":"recently,"},{"speaker":"John Tyreman","startTime":390.612,"endTime":390.782,"body":"I"},{"speaker":"John Tyreman","startTime":390.792,"endTime":391.242,"body":"think,"},{"speaker":"John Tyreman","startTime":391.574,"endTime":391.824,"body":"in"},{"speaker":"John Tyreman","startTime":391.844,"endTime":392.034,"body":"how"},{"speaker":"John Tyreman","startTime":392.034,"endTime":392.484,"body":"inbound"},{"speaker":"John Tyreman","startTime":392.484,"endTime":392.624,"body":"and"},{"speaker":"John Tyreman","startTime":392.634,"endTime":393.094,"body":"outbound"},{"speaker":"John Tyreman","startTime":393.094,"endTime":393.684,"body":"compliment"},{"speaker":"John Tyreman","startTime":393.684,"endTime":393.914,"body":"each"},{"speaker":"John Tyreman","startTime":393.914,"endTime":394.174,"body":"other."},{"speaker":"John Tyreman","startTime":394.174,"endTime":394.354,"body":"And"},{"speaker":"John Tyreman","startTime":394.354,"endTime":394.524,"body":"that"},{"speaker":"John Tyreman","startTime":394.779,"endTime":394.989,"body":"I'm,"},{"speaker":"John Tyreman","startTime":395.019,"endTime":395.269,"body":"I'm,"},{"speaker":"John Tyreman","startTime":395.389,"endTime":395.569,"body":"I'm"},{"speaker":"John Tyreman","startTime":395.569,"endTime":396.019,"body":"sensing"},{"speaker":"John Tyreman","startTime":396.019,"endTime":396.229,"body":"come"},{"speaker":"John Tyreman","startTime":396.229,"endTime":396.449,"body":"some"},{"speaker":"John Tyreman","startTime":396.489,"endTime":396.649,"body":"kind"},{"speaker":"John Tyreman","startTime":396.649,"endTime":396.729,"body":"of"},{"speaker":"John Tyreman","startTime":396.729,"endTime":397.099,"body":"shades"},{"speaker":"John Tyreman","startTime":397.099,"endTime":397.239,"body":"of"},{"speaker":"John Tyreman","startTime":397.239,"endTime":397.549,"body":"that"},{"speaker":"John Tyreman","startTime":398.099,"endTime":398.489,"body":"here"},{"speaker":"John Tyreman","startTime":398.489,"endTime":398.619,"body":"in"},{"speaker":"John Tyreman","startTime":398.619,"endTime":399.129,"body":"developing"},{"speaker":"John Tyreman","startTime":399.129,"endTime":399.319,"body":"these"},{"speaker":"John Tyreman","startTime":399.339,"endTime":399.919,"body":"plans."},{"speaker":"John Tyreman","startTime":400.159,"endTime":400.429,"body":"So"},{"speaker":"John Tyreman","startTime":400.459,"endTime":400.899,"body":"what's"},{"speaker":"John Tyreman","startTime":400.899,"endTime":401.019,"body":"the"},{"speaker":"John Tyreman","startTime":401.019,"endTime":401.739,"body":"purpose"},{"speaker":"John Tyreman","startTime":401.979,"endTime":402.489,"body":"of"},{"speaker":"John Tyreman","startTime":402.739,"endTime":402.959,"body":"a"},{"speaker":"John Tyreman","startTime":402.979,"endTime":403.539,"body":"segment"},{"speaker":"John Tyreman","startTime":403.689,"endTime":404.479,"body":"development"},{"speaker":"John Tyreman","startTime":404.739,"endTime":405.239,"body":"plan?"},{"speaker":"Mark Wainwright","startTime":405.759,"endTime":405.899,"body":"The"},{"speaker":"Mark Wainwright","startTime":405.899,"endTime":406.369,"body":"purpose"},{"speaker":"Mark Wainwright","startTime":406.369,"endTime":406.479,"body":"of"},{"speaker":"Mark Wainwright","startTime":406.489,"endTime":406.729,"body":"these"},{"speaker":"Mark Wainwright","startTime":406.729,"endTime":407.159,"body":"plans"},{"speaker":"Mark Wainwright","startTime":407.189,"endTime":407.379,"body":"are"},{"speaker":"Mark Wainwright","startTime":407.379,"endTime":407.599,"body":"to"},{"speaker":"Mark Wainwright","startTime":407.609,"endTime":408.199,"body":"grow"},{"speaker":"Mark Wainwright","startTime":408.219,"endTime":408.539,"body":"your"},{"speaker":"Mark Wainwright","startTime":408.589,"endTime":409.349,"body":"connections"},{"speaker":"Mark Wainwright","startTime":409.429,"endTime":409.459,"body":"and"},{"speaker":"Mark Wainwright","startTime":409.539,"endTime":410.419,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":410.449,"endTime":410.569,"body":"in"},{"speaker":"Mark Wainwright","startTime":410.669,"endTime":410.789,"body":"a"},{"speaker":"Mark Wainwright","startTime":410.799,"endTime":411.519,"body":"focused."},{"speaker":"Mark Wainwright","startTime":412.199,"endTime":412.829,"body":"Segment"},{"speaker":"Mark Wainwright","startTime":413.259,"endTime":413.639,"body":"with"},{"speaker":"Mark Wainwright","startTime":413.689,"endTime":414.049,"body":"a"},{"speaker":"Mark Wainwright","startTime":414.149,"endTime":415.159,"body":"specific"},{"speaker":"Mark Wainwright","startTime":415.459,"endTime":416.199,"body":"focused"},{"speaker":"Mark Wainwright","startTime":416.569,"endTime":417.149,"body":"offering."},{"speaker":"Mark Wainwright","startTime":417.239,"endTime":417.449,"body":"And"},{"speaker":"Mark Wainwright","startTime":417.449,"endTime":417.699,"body":"we'll,"},{"speaker":"Mark Wainwright","startTime":417.699,"endTime":417.849,"body":"we've"},{"speaker":"Mark Wainwright","startTime":417.859,"endTime":418.099,"body":"talked"},{"speaker":"Mark Wainwright","startTime":418.099,"endTime":418.129,"body":"a"},{"speaker":"Mark Wainwright","startTime":418.129,"endTime":418.299,"body":"little"},{"speaker":"Mark Wainwright","startTime":418.299,"endTime":418.409,"body":"bit"},{"speaker":"Mark Wainwright","startTime":418.409,"endTime":418.779,"body":"about"},{"speaker":"Mark Wainwright","startTime":418.819,"endTime":419.019,"body":"what"},{"speaker":"Mark Wainwright","startTime":419.019,"endTime":419.169,"body":"that"},{"speaker":"Mark Wainwright","startTime":419.169,"endTime":419.519,"body":"segment"},{"speaker":"Mark Wainwright","startTime":419.529,"endTime":419.729,"body":"thing"},{"speaker":"Mark Wainwright","startTime":419.729,"endTime":419.899,"body":"is."},{"speaker":"Mark Wainwright","startTime":419.899,"endTime":420.029,"body":"And"},{"speaker":"Mark Wainwright","startTime":420.029,"endTime":420.159,"body":"we'll"},{"speaker":"Mark Wainwright","startTime":420.189,"endTime":420.439,"body":"get"},{"speaker":"Mark Wainwright","startTime":420.439,"endTime":420.899,"body":"to"},{"speaker":"Mark Wainwright","startTime":421.059,"endTime":421.279,"body":"what"},{"speaker":"Mark Wainwright","startTime":421.279,"endTime":421.359,"body":"I"},{"speaker":"Mark Wainwright","startTime":421.379,"endTime":421.629,"body":"mean"},{"speaker":"Mark Wainwright","startTime":421.629,"endTime":421.949,"body":"by"},{"speaker":"Mark Wainwright","startTime":421.949,"endTime":422.119,"body":"a"},{"speaker":"Mark Wainwright","startTime":422.129,"endTime":422.809,"body":"specific"},{"speaker":"Mark Wainwright","startTime":422.969,"endTime":423.579,"body":"focused"},{"speaker":"Mark Wainwright","startTime":423.819,"endTime":424.299,"body":"offering,"},{"speaker":"Mark Wainwright","startTime":424.299,"endTime":424.489,"body":"but"},{"speaker":"Mark Wainwright","startTime":424.489,"endTime":424.799,"body":"that's"},{"speaker":"Mark Wainwright","startTime":424.799,"endTime":424.929,"body":"the"},{"speaker":"Mark Wainwright","startTime":424.929,"endTime":425.209,"body":"goal."},{"speaker":"Mark Wainwright","startTime":425.209,"endTime":425.429,"body":"That's"},{"speaker":"Mark Wainwright","startTime":425.429,"endTime":425.539,"body":"the"},{"speaker":"Mark Wainwright","startTime":425.539,"endTime":425.739,"body":"big"},{"speaker":"Mark Wainwright","startTime":425.739,"endTime":426.279,"body":"why,"},{"speaker":"Mark Wainwright","startTime":426.409,"endTime":426.769,"body":"but"},{"speaker":"Mark Wainwright","startTime":426.779,"endTime":427.119,"body":"there's"},{"speaker":"Mark Wainwright","startTime":427.119,"endTime":427.359,"body":"a"},{"speaker":"Mark Wainwright","startTime":427.379,"endTime":427.749,"body":"whole"},{"speaker":"Mark Wainwright","startTime":427.749,"endTime":427.989,"body":"bunch"},{"speaker":"Mark Wainwright","startTime":427.989,"endTime":428.149,"body":"of"},{"speaker":"Mark Wainwright","startTime":428.149,"endTime":428.399,"body":"other"},{"speaker":"Mark Wainwright","startTime":428.399,"endTime":429.099,"body":"wise,"},{"speaker":"Mark Wainwright","startTime":429.159,"endTime":429.429,"body":"right?"},{"speaker":"Mark Wainwright","startTime":429.429,"endTime":429.679,"body":"It's,"},{"speaker":"Mark Wainwright","startTime":429.739,"endTime":430.359,"body":"leveraging"},{"speaker":"Mark Wainwright","startTime":430.369,"endTime":430.609,"body":"these"},{"speaker":"Mark Wainwright","startTime":430.609,"endTime":431.119,"body":"existing"},{"speaker":"Mark Wainwright","startTime":431.119,"endTime":431.719,"body":"relationships"},{"speaker":"Mark Wainwright","startTime":431.719,"endTime":431.839,"body":"you"},{"speaker":"Mark Wainwright","startTime":431.839,"endTime":432.159,"body":"have"},{"speaker":"Mark Wainwright","startTime":432.159,"endTime":432.259,"body":"on"},{"speaker":"Mark Wainwright","startTime":432.259,"endTime":432.309,"body":"a"},{"speaker":"Mark Wainwright","startTime":432.309,"endTime":433.019,"body":"particular"},{"speaker":"Mark Wainwright","startTime":433.039,"endTime":433.469,"body":"segment"},{"speaker":"Mark Wainwright","startTime":433.469,"endTime":433.639,"body":"or,"},{"speaker":"Mark Wainwright","startTime":433.679,"endTime":433.829,"body":"or"},{"speaker":"Mark Wainwright","startTime":433.829,"endTime":434.319,"body":"market"},{"speaker":"Mark Wainwright","startTime":434.349,"endTime":434.499,"body":"to"},{"speaker":"Mark Wainwright","startTime":434.509,"endTime":434.829,"body":"gain"},{"speaker":"Mark Wainwright","startTime":434.829,"endTime":435.839,"body":"introductions,"},{"speaker":"Mark Wainwright","startTime":436.149,"endTime":436.899,"body":"accelerates"},{"speaker":"Mark Wainwright","startTime":436.919,"endTime":437.509,"body":"trust,"},{"speaker":"Mark Wainwright","startTime":437.509,"endTime":437.559,"body":"right?"},{"speaker":"Mark Wainwright","startTime":437.709,"endTime":438.119,"body":"And"},{"speaker":"Mark Wainwright","startTime":438.139,"endTime":439.149,"body":"understanding,"},{"speaker":"Mark Wainwright","startTime":439.209,"endTime":439.509,"body":"right?"},{"speaker":"Mark Wainwright","startTime":439.519,"endTime":439.809,"body":"You're"},{"speaker":"Mark Wainwright","startTime":439.839,"endTime":440.159,"body":"able"},{"speaker":"Mark Wainwright","startTime":440.209,"endTime":440.359,"body":"to"},{"speaker":"Mark Wainwright","startTime":440.359,"endTime":440.729,"body":"bring"},{"speaker":"Mark Wainwright","startTime":440.729,"endTime":440.939,"body":"your"},{"speaker":"Mark Wainwright","startTime":440.939,"endTime":441.369,"body":"relevant"},{"speaker":"Mark Wainwright","startTime":441.379,"endTime":441.909,"body":"knowledge"},{"speaker":"Mark Wainwright","startTime":441.909,"endTime":442.049,"body":"to"},{"speaker":"Mark Wainwright","startTime":442.049,"endTime":442.269,"body":"new"},{"speaker":"Mark Wainwright","startTime":442.269,"endTime":443.099,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":443.099,"endTime":443.239,"body":"that"},{"speaker":"Mark Wainwright","startTime":443.239,"endTime":443.289,"body":"are"},{"speaker":"Mark Wainwright","startTime":443.289,"endTime":443.509,"body":"very"},{"speaker":"Mark Wainwright","startTime":443.509,"endTime":443.839,"body":"similar"},{"speaker":"Mark Wainwright","startTime":443.839,"endTime":443.959,"body":"to"},{"speaker":"Mark Wainwright","startTime":443.959,"endTime":444.139,"body":"ones"},{"speaker":"Mark Wainwright","startTime":444.139,"endTime":444.299,"body":"you've"},{"speaker":"Mark Wainwright","startTime":444.299,"endTime":444.489,"body":"worked"},{"speaker":"Mark Wainwright","startTime":444.489,"endTime":444.689,"body":"with"},{"speaker":"Mark Wainwright","startTime":444.689,"endTime":444.779,"body":"in"},{"speaker":"Mark Wainwright","startTime":444.779,"endTime":444.889,"body":"the"},{"speaker":"Mark Wainwright","startTime":444.889,"endTime":445.439,"body":"past."},{"speaker":"Mark Wainwright","startTime":445.921,"endTime":446.231,"body":"your,"},{"speaker":"Mark Wainwright","startTime":446.231,"endTime":446.391,"body":"your"},{"speaker":"Mark Wainwright","startTime":446.391,"endTime":447.231,"body":"expertise,"},{"speaker":"Mark Wainwright","startTime":447.251,"endTime":447.361,"body":"the"},{"speaker":"Mark Wainwright","startTime":447.361,"endTime":447.521,"body":"amount"},{"speaker":"Mark Wainwright","startTime":447.521,"endTime":447.611,"body":"of"},{"speaker":"Mark Wainwright","startTime":447.621,"endTime":448.041,"body":"trust"},{"speaker":"Mark Wainwright","startTime":448.041,"endTime":448.151,"body":"you"},{"speaker":"Mark Wainwright","startTime":448.151,"endTime":448.301,"body":"can"},{"speaker":"Mark Wainwright","startTime":448.301,"endTime":448.611,"body":"develop,"},{"speaker":"Mark Wainwright","startTime":448.621,"endTime":448.741,"body":"your"},{"speaker":"Mark Wainwright","startTime":448.741,"endTime":449.081,"body":"ability"},{"speaker":"Mark Wainwright","startTime":449.081,"endTime":449.121,"body":"to"},{"speaker":"Mark Wainwright","startTime":449.131,"endTime":449.261,"body":"be"},{"speaker":"Mark Wainwright","startTime":449.261,"endTime":450.131,"body":"trustworthy,"},{"speaker":"Mark Wainwright","startTime":450.431,"endTime":450.751,"body":"is"},{"speaker":"Mark Wainwright","startTime":450.761,"endTime":451.531,"body":"accelerated"},{"speaker":"Mark Wainwright","startTime":451.581,"endTime":451.731,"body":"with"},{"speaker":"Mark Wainwright","startTime":451.731,"endTime":451.891,"body":"this"},{"speaker":"Mark Wainwright","startTime":451.901,"endTime":452.361,"body":"process"},{"speaker":"Mark Wainwright","startTime":452.451,"endTime":452.661,"body":"rather"},{"speaker":"Mark Wainwright","startTime":452.661,"endTime":452.821,"body":"than"},{"speaker":"Mark Wainwright","startTime":452.821,"endTime":453.041,"body":"just,"},{"speaker":"Mark Wainwright","startTime":453.111,"endTime":453.231,"body":"like,"},{"speaker":"Mark Wainwright","startTime":453.526,"endTime":453.896,"body":"Throwing"},{"speaker":"Mark Wainwright","startTime":453.896,"endTime":454.146,"body":"darts"},{"speaker":"Mark Wainwright","startTime":454.146,"endTime":454.246,"body":"at"},{"speaker":"Mark Wainwright","startTime":454.246,"endTime":454.326,"body":"a"},{"speaker":"Mark Wainwright","startTime":454.326,"endTime":454.816,"body":"dartboard."},{"speaker":"Mark Wainwright","startTime":454.816,"endTime":454.996,"body":"when"},{"speaker":"Mark Wainwright","startTime":454.996,"endTime":455.136,"body":"we"},{"speaker":"Mark Wainwright","startTime":455.136,"endTime":455.596,"body":"focus"},{"speaker":"Mark Wainwright","startTime":455.596,"endTime":455.696,"body":"in"},{"speaker":"Mark Wainwright","startTime":455.696,"endTime":455.746,"body":"a"},{"speaker":"Mark Wainwright","startTime":455.746,"endTime":456.126,"body":"particular"},{"speaker":"Mark Wainwright","startTime":456.156,"endTime":456.996,"body":"industry"},{"speaker":"Mark Wainwright","startTime":457.206,"endTime":457.396,"body":"or"},{"speaker":"Mark Wainwright","startTime":457.396,"endTime":457.926,"body":"market,"},{"speaker":"Mark Wainwright","startTime":458.176,"endTime":458.396,"body":"it"},{"speaker":"Mark Wainwright","startTime":458.396,"endTime":458.676,"body":"lets"},{"speaker":"Mark Wainwright","startTime":458.676,"endTime":458.946,"body":"us"},{"speaker":"Mark Wainwright","startTime":458.976,"endTime":459.416,"body":"be"},{"speaker":"Mark Wainwright","startTime":459.616,"endTime":460.306,"body":"experts,"},{"speaker":"Mark Wainwright","startTime":460.666,"endTime":460.916,"body":"right?"},{"speaker":"Mark Wainwright","startTime":460.956,"endTime":461.156,"body":"It"},{"speaker":"Mark Wainwright","startTime":461.156,"endTime":461.466,"body":"lets"},{"speaker":"Mark Wainwright","startTime":461.466,"endTime":461.656,"body":"us"},{"speaker":"Mark Wainwright","startTime":461.666,"endTime":462.056,"body":"bring"},{"speaker":"Mark Wainwright","startTime":462.126,"endTime":462.716,"body":"our"},{"speaker":"Mark Wainwright","startTime":462.846,"endTime":463.526,"body":"true"},{"speaker":"Mark Wainwright","startTime":463.716,"endTime":464.336,"body":"proven"},{"speaker":"Mark Wainwright","startTime":464.376,"endTime":464.756,"body":"time"},{"speaker":"Mark Wainwright","startTime":464.756,"endTime":465.396,"body":"tested"},{"speaker":"Mark Wainwright","startTime":465.456,"endTime":466.676,"body":"expertise."},{"speaker":"Mark Wainwright","startTime":466.826,"endTime":467.086,"body":"And"},{"speaker":"Mark Wainwright","startTime":467.086,"endTime":467.286,"body":"lets"},{"speaker":"Mark Wainwright","startTime":467.286,"endTime":467.446,"body":"us"},{"speaker":"Mark Wainwright","startTime":467.446,"endTime":467.91,"body":"avoid"},{"speaker":"Mark Wainwright","startTime":467.91,"endTime":468.13,"body":"sort"},{"speaker":"Mark Wainwright","startTime":468.13,"endTime":468.28,"body":"of"},{"speaker":"Mark Wainwright","startTime":468.776,"endTime":469.176,"body":"we're"},{"speaker":"Mark Wainwright","startTime":469.176,"endTime":469.586,"body":"everything"},{"speaker":"Mark Wainwright","startTime":469.586,"endTime":469.696,"body":"to"},{"speaker":"Mark Wainwright","startTime":469.696,"endTime":470.346,"body":"everyone"},{"speaker":"Mark Wainwright","startTime":470.436,"endTime":470.926,"body":"scenario"},{"speaker":"Mark Wainwright","startTime":470.926,"endTime":471.106,"body":"where"},{"speaker":"Mark Wainwright","startTime":471.106,"endTime":471.246,"body":"we"},{"speaker":"Mark Wainwright","startTime":471.246,"endTime":471.396,"body":"are"},{"speaker":"Mark Wainwright","startTime":471.446,"endTime":471.626,"body":"unfocused,"},{"speaker":"Mark Wainwright","startTime":471.626,"endTime":472.116,"body":"where"},{"speaker":"Mark Wainwright","startTime":472.116,"endTime":472.606,"body":"we"},{"speaker":"Mark Wainwright","startTime":472.606,"endTime":473.096,"body":"are"},{"speaker":"Mark Wainwright","startTime":473.096,"endTime":473.586,"body":"generalists,"},{"speaker":"Mark Wainwright","startTime":473.586,"endTime":473.846,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":473.896,"endTime":474.036,"body":"the"},{"speaker":"Mark Wainwright","startTime":474.036,"endTime":474.246,"body":"reason"},{"speaker":"Mark Wainwright","startTime":474.246,"endTime":474.396,"body":"that's"},{"speaker":"Mark Wainwright","startTime":474.396,"endTime":474.546,"body":"so"},{"speaker":"Mark Wainwright","startTime":474.546,"endTime":475.036,"body":"important,"},{"speaker":"Mark Wainwright","startTime":475.096,"endTime":475.456,"body":"John"},{"speaker":"Mark Wainwright","startTime":475.456,"endTime":475.786,"body":"is,"},{"speaker":"Mark Wainwright","startTime":475.806,"endTime":475.936,"body":"that"},{"speaker":"Mark Wainwright","startTime":475.966,"endTime":476.146,"body":"I"},{"speaker":"Mark Wainwright","startTime":476.146,"endTime":476.516,"body":"truly"},{"speaker":"Mark Wainwright","startTime":476.516,"endTime":476.936,"body":"believe"},{"speaker":"Mark Wainwright","startTime":476.946,"endTime":477.106,"body":"if"},{"speaker":"Mark Wainwright","startTime":477.106,"endTime":477.296,"body":"a"},{"speaker":"Mark Wainwright","startTime":477.356,"endTime":477.786,"body":"potential"},{"speaker":"Mark Wainwright","startTime":477.786,"endTime":478.446,"body":"client"},{"speaker":"Mark Wainwright","startTime":478.536,"endTime":479.006,"body":"has"},{"speaker":"Mark Wainwright","startTime":479.016,"endTime":479.166,"body":"the"},{"speaker":"Mark Wainwright","startTime":479.166,"endTime":479.536,"body":"option"},{"speaker":"Mark Wainwright","startTime":479.536,"endTime":479.676,"body":"of"},{"speaker":"Mark Wainwright","startTime":479.676,"endTime":480.186,"body":"choosing"},{"speaker":"Mark Wainwright","startTime":480.186,"endTime":480.326,"body":"to"},{"speaker":"Mark Wainwright","startTime":480.326,"endTime":480.566,"body":"work"},{"speaker":"Mark Wainwright","startTime":480.566,"endTime":480.756,"body":"with"},{"speaker":"Mark Wainwright","startTime":480.756,"endTime":480.826,"body":"a"},{"speaker":"Mark Wainwright","startTime":480.826,"endTime":481.446,"body":"generalist"},{"speaker":"Mark Wainwright","startTime":481.446,"endTime":481.646,"body":"or"},{"speaker":"Mark Wainwright","startTime":481.646,"endTime":481.726,"body":"a"},{"speaker":"Mark Wainwright","startTime":481.736,"endTime":482.176,"body":"focused"},{"speaker":"Mark Wainwright","startTime":482.186,"endTime":482.696,"body":"expert,"},{"speaker":"Mark Wainwright","startTime":482.956,"endTime":483.206,"body":"they"},{"speaker":"Mark Wainwright","startTime":483.206,"endTime":483.476,"body":"will"},{"speaker":"Mark Wainwright","startTime":483.536,"endTime":484.006,"body":"more"},{"speaker":"Mark Wainwright","startTime":484.006,"endTime":484.346,"body":"often"},{"speaker":"Mark Wainwright","startTime":484.346,"endTime":484.526,"body":"than"},{"speaker":"Mark Wainwright","startTime":484.526,"endTime":484.796,"body":"not"},{"speaker":"Mark Wainwright","startTime":484.796,"endTime":484.906,"body":"choose"},{"speaker":"Mark Wainwright","startTime":485.066,"endTime":485.136,"body":"the"},{"speaker":"Mark Wainwright","startTime":485.136,"endTime":485.556,"body":"focused"},{"speaker":"Mark Wainwright","startTime":485.556,"endTime":486.056,"body":"expert"},{"speaker":"Mark Wainwright","startTime":486.446,"endTime":486.806,"body":"because"},{"speaker":"Mark Wainwright","startTime":486.806,"endTime":486.906,"body":"the"},{"speaker":"Mark Wainwright","startTime":486.906,"endTime":487.346,"body":"focused"},{"speaker":"Mark Wainwright","startTime":487.346,"endTime":487.776,"body":"expert"},{"speaker":"Mark Wainwright","startTime":487.776,"endTime":487.946,"body":"is"},{"speaker":"Mark Wainwright","startTime":487.946,"endTime":488.516,"body":"simply,"},{"speaker":"Mark Wainwright","startTime":488.64,"endTime":488.806,"body":"to"},{"speaker":"Mark Wainwright","startTime":488.836,"endTime":489.226,"body":"mitigate"},{"speaker":"Mark Wainwright","startTime":489.226,"endTime":489.456,"body":"risk,"},{"speaker":"Mark Wainwright","startTime":489.466,"endTime":489.656,"body":"they"},{"speaker":"Mark Wainwright","startTime":489.696,"endTime":490.186,"body":"mitigate"},{"speaker":"Mark Wainwright","startTime":490.186,"endTime":490.386,"body":"any"},{"speaker":"Mark Wainwright","startTime":490.386,"endTime":490.766,"body":"chances"},{"speaker":"Mark Wainwright","startTime":490.766,"endTime":490.856,"body":"of"},{"speaker":"Mark Wainwright","startTime":490.856,"endTime":491.126,"body":"anything"},{"speaker":"Mark Wainwright","startTime":491.126,"endTime":491.386,"body":"going"},{"speaker":"Mark Wainwright","startTime":491.386,"endTime":491.616,"body":"wrong"},{"speaker":"Mark Wainwright","startTime":491.616,"endTime":491.916,"body":"because"},{"speaker":"Mark Wainwright","startTime":491.916,"endTime":492.036,"body":"they've"},{"speaker":"Mark Wainwright","startTime":492.046,"endTime":492.256,"body":"been"},{"speaker":"Mark Wainwright","startTime":492.256,"endTime":492.476,"body":"there,"},{"speaker":"Mark Wainwright","startTime":492.476,"endTime":492.706,"body":"seen"},{"speaker":"Mark Wainwright","startTime":492.706,"endTime":492.826,"body":"it,"},{"speaker":"Mark Wainwright","startTime":492.856,"endTime":493.036,"body":"they've"},{"speaker":"Mark Wainwright","startTime":493.036,"endTime":493.266,"body":"done"},{"speaker":"Mark Wainwright","startTime":493.266,"endTime":493.426,"body":"it,"},{"speaker":"Mark Wainwright","startTime":493.506,"endTime":493.686,"body":"and"},{"speaker":"Mark Wainwright","startTime":493.686,"endTime":493.886,"body":"that's"},{"speaker":"Mark Wainwright","startTime":493.886,"endTime":494.036,"body":"what"},{"speaker":"Mark Wainwright","startTime":494.046,"endTime":494.146,"body":"the"},{"speaker":"Mark Wainwright","startTime":494.146,"endTime":494.546,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":494.546,"endTime":494.666,"body":"is"},{"speaker":"Mark Wainwright","startTime":494.666,"endTime":494.816,"body":"all"},{"speaker":"Mark Wainwright","startTime":494.816,"endTime":495.216,"body":"about."},{"speaker":"Mark Wainwright","startTime":495.266,"endTime":495.566,"body":"and"},{"speaker":"Mark Wainwright","startTime":495.71,"endTime":495.98,"body":"last"},{"speaker":"Mark Wainwright","startTime":495.98,"endTime":496.15,"body":"little"},{"speaker":"Mark Wainwright","startTime":496.16,"endTime":496.47,"body":"bit"},{"speaker":"Mark Wainwright","startTime":496.55,"endTime":496.7,"body":"of"},{"speaker":"Mark Wainwright","startTime":496.7,"endTime":496.94,"body":"these,"},{"speaker":"Mark Wainwright","startTime":496.94,"endTime":497.09,"body":"one"},{"speaker":"Mark Wainwright","startTime":497.09,"endTime":497.16,"body":"of"},{"speaker":"Mark Wainwright","startTime":497.16,"endTime":497.27,"body":"the,"},{"speaker":"Mark Wainwright","startTime":497.31,"endTime":497.63,"body":"great"},{"speaker":"Mark Wainwright","startTime":497.63,"endTime":498.03,"body":"reasons"},{"speaker":"Mark Wainwright","startTime":498.04,"endTime":498.55,"body":"why"},{"speaker":"Mark Wainwright","startTime":498.68,"endTime":498.95,"body":"is"},{"speaker":"Mark Wainwright","startTime":498.95,"endTime":499.19,"body":"that"},{"speaker":"Mark Wainwright","startTime":499.51,"endTime":499.74,"body":"it"},{"speaker":"Mark Wainwright","startTime":499.74,"endTime":500.01,"body":"lets"},{"speaker":"Mark Wainwright","startTime":500.01,"endTime":500.17,"body":"our"},{"speaker":"Mark Wainwright","startTime":500.17,"endTime":500.55,"body":"close"},{"speaker":"Mark Wainwright","startTime":500.57,"endTime":501.29,"body":"connections"},{"speaker":"Mark Wainwright","startTime":501.38,"endTime":501.56,"body":"in"},{"speaker":"Mark Wainwright","startTime":501.56,"endTime":501.78,"body":"that,"},{"speaker":"Mark Wainwright","startTime":501.79,"endTime":502.19,"body":"market,"},{"speaker":"Mark Wainwright","startTime":502.19,"endTime":502.3,"body":"in"},{"speaker":"Mark Wainwright","startTime":502.3,"endTime":502.52,"body":"that"},{"speaker":"Mark Wainwright","startTime":502.52,"endTime":503.03,"body":"segment."},{"speaker":"Mark Wainwright","startTime":503.355,"endTime":503.555,"body":"Help"},{"speaker":"Mark Wainwright","startTime":503.555,"endTime":503.715,"body":"us"},{"speaker":"Mark Wainwright","startTime":503.715,"endTime":503.945,"body":"grow"},{"speaker":"Mark Wainwright","startTime":503.945,"endTime":504.085,"body":"and"},{"speaker":"Mark Wainwright","startTime":504.085,"endTime":504.575,"body":"succeed,"},{"speaker":"Mark Wainwright","startTime":504.825,"endTime":505.045,"body":"right?"},{"speaker":"Mark Wainwright","startTime":505.065,"endTime":505.265,"body":"These"},{"speaker":"Mark Wainwright","startTime":505.265,"endTime":505.325,"body":"are"},{"speaker":"Mark Wainwright","startTime":505.325,"endTime":505.605,"body":"people"},{"speaker":"Mark Wainwright","startTime":505.605,"endTime":505.735,"body":"that"},{"speaker":"Mark Wainwright","startTime":505.735,"endTime":506.015,"body":"we've"},{"speaker":"Mark Wainwright","startTime":506.015,"endTime":506.255,"body":"worked"},{"speaker":"Mark Wainwright","startTime":506.255,"endTime":506.455,"body":"with"},{"speaker":"Mark Wainwright","startTime":506.465,"endTime":506.515,"body":"in"},{"speaker":"Mark Wainwright","startTime":506.515,"endTime":506.635,"body":"the"},{"speaker":"Mark Wainwright","startTime":506.635,"endTime":507.175,"body":"past,"},{"speaker":"Mark Wainwright","startTime":507.675,"endTime":507.905,"body":"like,"},{"speaker":"Mark Wainwright","startTime":507.935,"endTime":508.095,"body":"you"},{"speaker":"Mark Wainwright","startTime":508.095,"endTime":508.195,"body":"know,"},{"speaker":"Mark Wainwright","startTime":508.195,"endTime":508.295,"body":"we"},{"speaker":"Mark Wainwright","startTime":508.305,"endTime":508.515,"body":"use"},{"speaker":"Mark Wainwright","startTime":508.515,"endTime":508.615,"body":"our"},{"speaker":"Mark Wainwright","startTime":508.615,"endTime":509.035,"body":"healthcare"},{"speaker":"Mark Wainwright","startTime":509.035,"endTime":509.415,"body":"industry"},{"speaker":"Mark Wainwright","startTime":509.415,"endTime":509.895,"body":"example."},{"speaker":"Mark Wainwright","startTime":509.895,"endTime":510.095,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":510.095,"endTime":510.295,"body":"we've"},{"speaker":"Mark Wainwright","startTime":510.295,"endTime":510.645,"body":"served"},{"speaker":"Mark Wainwright","startTime":510.655,"endTime":510.895,"body":"them"},{"speaker":"Mark Wainwright","startTime":510.895,"endTime":511.245,"body":"well,"},{"speaker":"Mark Wainwright","startTime":511.245,"endTime":511.395,"body":"and"},{"speaker":"Mark Wainwright","startTime":511.395,"endTime":511.595,"body":"there's"},{"speaker":"Mark Wainwright","startTime":511.645,"endTime":511.965,"body":"others"},{"speaker":"Mark Wainwright","startTime":511.965,"endTime":512.055,"body":"in"},{"speaker":"Mark Wainwright","startTime":512.055,"endTime":512.215,"body":"that"},{"speaker":"Mark Wainwright","startTime":512.215,"endTime":512.535,"body":"industry."},{"speaker":"Mark Wainwright","startTime":512.535,"endTime":512.655,"body":"We"},{"speaker":"Mark Wainwright","startTime":512.655,"endTime":512.815,"body":"can"},{"speaker":"Mark Wainwright","startTime":512.815,"endTime":513.195,"body":"serve."},{"speaker":"Mark Wainwright","startTime":513.415,"endTime":513.645,"body":"Those"},{"speaker":"Mark Wainwright","startTime":513.645,"endTime":513.925,"body":"people"},{"speaker":"Mark Wainwright","startTime":513.925,"endTime":514.065,"body":"are"},{"speaker":"Mark Wainwright","startTime":514.665,"endTime":515.295,"body":"guaranteed"},{"speaker":"Mark Wainwright","startTime":515.295,"endTime":515.685,"body":"connected"},{"speaker":"Mark Wainwright","startTime":515.685,"endTime":515.755,"body":"to"},{"speaker":"Mark Wainwright","startTime":515.795,"endTime":516.305,"body":"others"},{"speaker":"Mark Wainwright","startTime":516.375,"endTime":516.735,"body":"throughout"},{"speaker":"Mark Wainwright","startTime":516.735,"endTime":516.885,"body":"the"},{"speaker":"Mark Wainwright","startTime":516.885,"endTime":517.555,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":517.715,"endTime":517.955,"body":"and"},{"speaker":"Mark Wainwright","startTime":517.955,"endTime":518.115,"body":"they"},{"speaker":"Mark Wainwright","startTime":518.115,"endTime":518.445,"body":"would"},{"speaker":"Mark Wainwright","startTime":518.515,"endTime":519.015,"body":"love"},{"speaker":"Mark Wainwright","startTime":519.145,"endTime":519.365,"body":"for"},{"speaker":"Mark Wainwright","startTime":519.365,"endTime":519.575,"body":"us"},{"speaker":"Mark Wainwright","startTime":519.585,"endTime":519.725,"body":"to"},{"speaker":"Mark Wainwright","startTime":519.725,"endTime":520.105,"body":"be"},{"speaker":"Mark Wainwright","startTime":520.415,"endTime":521.105,"body":"successful,"},{"speaker":"Mark Wainwright","startTime":521.285,"endTime":521.535,"body":"with"},{"speaker":"Mark Wainwright","startTime":521.565,"endTime":521.865,"body":"others."},{"speaker":"Mark Wainwright","startTime":521.865,"endTime":522.225,"body":"So,"},{"speaker":"Mark Wainwright","startTime":522.225,"endTime":522.425,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":522.425,"endTime":522.565,"body":"it"},{"speaker":"Mark Wainwright","startTime":522.565,"endTime":522.745,"body":"helps"},{"speaker":"Mark Wainwright","startTime":522.745,"endTime":522.975,"body":"people"},{"speaker":"Mark Wainwright","startTime":522.975,"endTime":523.095,"body":"who"},{"speaker":"Mark Wainwright","startTime":523.095,"endTime":523.365,"body":"are"},{"speaker":"Mark Wainwright","startTime":523.415,"endTime":523.665,"body":"close"},{"speaker":"Mark Wainwright","startTime":523.665,"endTime":523.775,"body":"to"},{"speaker":"Mark Wainwright","startTime":523.775,"endTime":524.015,"body":"us"},{"speaker":"Mark Wainwright","startTime":524.085,"endTime":524.305,"body":"help"},{"speaker":"Mark Wainwright","startTime":524.305,"endTime":524.495,"body":"us."},{"speaker":"John Tyreman","startTime":524.495,"endTime":524.575,"body":"I"},{"speaker":"John Tyreman","startTime":524.575,"endTime":524.775,"body":"like"},{"speaker":"John Tyreman","startTime":524.775,"endTime":525.055,"body":"that."},{"speaker":"John Tyreman","startTime":525.238,"endTime":525.508,"body":"seems"},{"speaker":"John Tyreman","startTime":525.508,"endTime":525.858,"body":"like"},{"speaker":"John Tyreman","startTime":526.118,"endTime":526.338,"body":"your"},{"speaker":"John Tyreman","startTime":526.338,"endTime":526.908,"body":"perspective"},{"speaker":"John Tyreman","startTime":526.908,"endTime":527.068,"body":"is"},{"speaker":"John Tyreman","startTime":527.068,"endTime":527.268,"body":"really"},{"speaker":"John Tyreman","startTime":527.268,"endTime":527.678,"body":"focused"},{"speaker":"John Tyreman","startTime":527.678,"endTime":527.738,"body":"on"},{"speaker":"John Tyreman","startTime":527.808,"endTime":527.898,"body":"the"},{"speaker":"John Tyreman","startTime":527.898,"endTime":528.248,"body":"people"},{"speaker":"John Tyreman","startTime":528.248,"endTime":528.318,"body":"in"},{"speaker":"John Tyreman","startTime":528.318,"endTime":528.428,"body":"the"},{"speaker":"John Tyreman","startTime":528.428,"endTime":529.328,"body":"relationships."},{"speaker":"John Tyreman","startTime":530.033,"endTime":530.273,"body":"As"},{"speaker":"John Tyreman","startTime":530.303,"endTime":530.483,"body":"we"},{"speaker":"John Tyreman","startTime":530.483,"endTime":530.903,"body":"were"},{"speaker":"John Tyreman","startTime":530.963,"endTime":531.413,"body":"planning"},{"speaker":"John Tyreman","startTime":531.413,"endTime":531.553,"body":"for"},{"speaker":"John Tyreman","startTime":531.553,"endTime":531.743,"body":"this"},{"speaker":"John Tyreman","startTime":531.743,"endTime":532.203,"body":"episode,"},{"speaker":"John Tyreman","startTime":532.203,"endTime":532.253,"body":"I"},{"speaker":"John Tyreman","startTime":532.253,"endTime":532.433,"body":"was"},{"speaker":"John Tyreman","startTime":532.433,"endTime":532.553,"body":"kind"},{"speaker":"John Tyreman","startTime":532.553,"endTime":532.653,"body":"of"},{"speaker":"John Tyreman","startTime":532.653,"endTime":532.953,"body":"thinking"},{"speaker":"John Tyreman","startTime":532.953,"endTime":533.233,"body":"through"},{"speaker":"John Tyreman","startTime":533.233,"endTime":533.423,"body":"this,"},{"speaker":"John Tyreman","startTime":533.423,"endTime":533.583,"body":"like,"},{"speaker":"John Tyreman","startTime":533.583,"endTime":533.813,"body":"why"},{"speaker":"John Tyreman","startTime":533.813,"endTime":533.953,"body":"is"},{"speaker":"John Tyreman","startTime":533.953,"endTime":534.103,"body":"it"},{"speaker":"John Tyreman","startTime":534.103,"endTime":534.763,"body":"important"},{"speaker":"John Tyreman","startTime":534.873,"endTime":535.343,"body":"to"},{"speaker":"John Tyreman","startTime":535.673,"endTime":536.003,"body":"have"},{"speaker":"John Tyreman","startTime":536.003,"endTime":536.173,"body":"a"},{"speaker":"John Tyreman","startTime":536.183,"endTime":536.613,"body":"segment"},{"speaker":"John Tyreman","startTime":536.613,"endTime":537.073,"body":"development"},{"speaker":"John Tyreman","startTime":537.073,"endTime":537.513,"body":"plan?"},{"speaker":"John Tyreman","startTime":538.053,"endTime":538.453,"body":"And"},{"speaker":"John Tyreman","startTime":538.463,"endTime":538.653,"body":"some"},{"speaker":"John Tyreman","startTime":538.653,"endTime":538.743,"body":"of"},{"speaker":"John Tyreman","startTime":538.743,"endTime":538.813,"body":"the"},{"speaker":"John Tyreman","startTime":538.813,"endTime":539.183,"body":"reasons"},{"speaker":"John Tyreman","startTime":539.183,"endTime":539.333,"body":"that"},{"speaker":"John Tyreman","startTime":539.333,"endTime":539.473,"body":"I"},{"speaker":"John Tyreman","startTime":539.483,"endTime":539.693,"body":"came"},{"speaker":"John Tyreman","startTime":539.693,"endTime":539.863,"body":"up"},{"speaker":"John Tyreman","startTime":539.863,"endTime":540.233,"body":"with"},{"speaker":"John Tyreman","startTime":540.313,"endTime":540.763,"body":"were"},{"speaker":"John Tyreman","startTime":541.043,"endTime":541.523,"body":"slanted"},{"speaker":"John Tyreman","startTime":541.523,"endTime":541.983,"body":"towards"},{"speaker":"John Tyreman","startTime":542.083,"endTime":542.193,"body":"the"},{"speaker":"John Tyreman","startTime":542.193,"endTime":542.633,"body":"marketing"},{"speaker":"John Tyreman","startTime":542.633,"endTime":542.833,"body":"side"},{"speaker":"John Tyreman","startTime":542.833,"endTime":542.943,"body":"of"},{"speaker":"John Tyreman","startTime":542.943,"endTime":543.313,"body":"things."},{"speaker":"John Tyreman","startTime":543.313,"endTime":543.693,"body":"Like,"},{"speaker":"John Tyreman","startTime":543.873,"endTime":544.053,"body":"for"},{"speaker":"John Tyreman","startTime":544.053,"endTime":544.693,"body":"example,"},{"speaker":"John Tyreman","startTime":544.693,"endTime":544.933,"body":"coming"},{"speaker":"John Tyreman","startTime":544.933,"endTime":545.013,"body":"up"},{"speaker":"John Tyreman","startTime":545.013,"endTime":545.143,"body":"with"},{"speaker":"John Tyreman","startTime":545.143,"endTime":545.203,"body":"a"},{"speaker":"John Tyreman","startTime":545.203,"endTime":545.523,"body":"segment"},{"speaker":"John Tyreman","startTime":545.523,"endTime":545.923,"body":"development"},{"speaker":"John Tyreman","startTime":545.923,"endTime":546.173,"body":"plan"},{"speaker":"John Tyreman","startTime":546.173,"endTime":546.283,"body":"and"},{"speaker":"John Tyreman","startTime":546.283,"endTime":546.823,"body":"executing"},{"speaker":"John Tyreman","startTime":546.823,"endTime":546.953,"body":"on"},{"speaker":"John Tyreman","startTime":546.953,"endTime":547.363,"body":"that"},{"speaker":"John Tyreman","startTime":547.823,"endTime":548.443,"body":"absolutely"},{"speaker":"John Tyreman","startTime":548.443,"endTime":549.183,"body":"strengthens"},{"speaker":"John Tyreman","startTime":549.183,"endTime":549.303,"body":"your"},{"speaker":"John Tyreman","startTime":549.303,"endTime":549.753,"body":"brand"},{"speaker":"John Tyreman","startTime":549.753,"endTime":550.583,"body":"reputation"},{"speaker":"John Tyreman","startTime":550.933,"endTime":551.233,"body":"within"},{"speaker":"John Tyreman","startTime":551.233,"endTime":551.383,"body":"that"},{"speaker":"John Tyreman","startTime":551.383,"endTime":551.813,"body":"market."},{"speaker":"John Tyreman","startTime":552.073,"endTime":552.343,"body":"So"},{"speaker":"John Tyreman","startTime":552.343,"endTime":552.613,"body":"your"},{"speaker":"John Tyreman","startTime":552.613,"endTime":553.023,"body":"healthcare"},{"speaker":"John Tyreman","startTime":553.023,"endTime":553.683,"body":"example"},{"speaker":"John Tyreman","startTime":553.823,"endTime":554.023,"body":"from"},{"speaker":"John Tyreman","startTime":554.023,"endTime":554.553,"body":"earlier,"},{"speaker":"John Tyreman","startTime":554.853,"endTime":555.143,"body":"maybe"},{"speaker":"John Tyreman","startTime":555.143,"endTime":555.263,"body":"that"},{"speaker":"John Tyreman","startTime":555.273,"endTime":555.653,"body":"happens"},{"speaker":"John Tyreman","startTime":555.653,"endTime":555.803,"body":"by"},{"speaker":"John Tyreman","startTime":555.803,"endTime":556.183,"body":"chance,"},{"speaker":"John Tyreman","startTime":556.183,"endTime":556.233,"body":"or"},{"speaker":"John Tyreman","startTime":556.233,"endTime":556.443,"body":"maybe"},{"speaker":"John Tyreman","startTime":556.443,"endTime":556.553,"body":"that"},{"speaker":"John Tyreman","startTime":556.563,"endTime":556.943,"body":"happens"},{"speaker":"John Tyreman","startTime":556.953,"endTime":557.213,"body":"over"},{"speaker":"John Tyreman","startTime":557.213,"endTime":557.583,"body":"time"},{"speaker":"John Tyreman","startTime":557.583,"endTime":557.783,"body":"from"},{"speaker":"John Tyreman","startTime":557.783,"endTime":557.913,"body":"you"},{"speaker":"John Tyreman","startTime":557.913,"endTime":558.063,"body":"do"},{"speaker":"John Tyreman","startTime":558.063,"endTime":558.313,"body":"great"},{"speaker":"John Tyreman","startTime":558.313,"endTime":558.563,"body":"work"},{"speaker":"John Tyreman","startTime":558.563,"endTime":558.703,"body":"for"},{"speaker":"John Tyreman","startTime":558.703,"endTime":558.893,"body":"one"},{"speaker":"John Tyreman","startTime":558.893,"endTime":559.233,"body":"healthcare"},{"speaker":"John Tyreman","startTime":559.233,"endTime":559.573,"body":"client."},{"speaker":"John Tyreman","startTime":559.583,"endTime":559.703,"body":"They"},{"speaker":"John Tyreman","startTime":559.703,"endTime":559.833,"body":"give"},{"speaker":"John Tyreman","startTime":559.833,"endTime":559.963,"body":"you"},{"speaker":"John Tyreman","startTime":559.963,"endTime":560.033,"body":"a"},{"speaker":"John Tyreman","startTime":560.033,"endTime":560.633,"body":"referral"},{"speaker":"John Tyreman","startTime":561.013,"endTime":561.213,"body":"and"},{"speaker":"John Tyreman","startTime":561.213,"endTime":561.333,"body":"then"},{"speaker":"John Tyreman","startTime":561.343,"endTime":561.813,"body":"over"},{"speaker":"John Tyreman","startTime":561.813,"endTime":561.993,"body":"time"},{"speaker":"John Tyreman","startTime":561.993,"endTime":562.093,"body":"you"},{"speaker":"John Tyreman","startTime":562.093,"endTime":562.273,"body":"build"},{"speaker":"John Tyreman","startTime":562.273,"endTime":562.383,"body":"up"},{"speaker":"John Tyreman","startTime":562.383,"endTime":562.413,"body":"a"},{"speaker":"John Tyreman","startTime":562.413,"endTime":563.263,"body":"portfolio."},{"speaker":"John Tyreman","startTime":563.543,"endTime":563.673,"body":"Well,"},{"speaker":"John Tyreman","startTime":563.673,"endTime":563.753,"body":"if"},{"speaker":"John Tyreman","startTime":563.753,"endTime":563.853,"body":"you"},{"speaker":"John Tyreman","startTime":563.853,"endTime":564.103,"body":"really"},{"speaker":"John Tyreman","startTime":564.103,"endTime":564.373,"body":"lean"},{"speaker":"John Tyreman","startTime":564.373,"endTime":564.653,"body":"into"},{"speaker":"John Tyreman","startTime":564.653,"endTime":564.863,"body":"that"},{"speaker":"John Tyreman","startTime":564.863,"endTime":564.983,"body":"and"},{"speaker":"John Tyreman","startTime":564.983,"endTime":565.553,"body":"position"},{"speaker":"John Tyreman","startTime":565.553,"endTime":565.993,"body":"yourself"},{"speaker":"John Tyreman","startTime":565.993,"endTime":566.433,"body":"around"},{"speaker":"John Tyreman","startTime":566.433,"endTime":566.793,"body":"that,"},{"speaker":"John Tyreman","startTime":567.143,"endTime":567.313,"body":"and"},{"speaker":"John Tyreman","startTime":567.313,"endTime":567.483,"body":"then"},{"speaker":"John Tyreman","startTime":567.523,"endTime":567.833,"body":"point"},{"speaker":"John Tyreman","startTime":567.843,"endTime":567.993,"body":"to"},{"speaker":"John Tyreman","startTime":568.003,"endTime":568.493,"body":"those,"},{"speaker":"John Tyreman","startTime":568.746,"endTime":569.376,"body":"projects"},{"speaker":"John Tyreman","startTime":569.376,"endTime":569.426,"body":"or"},{"speaker":"John Tyreman","startTime":569.426,"endTime":569.716,"body":"past"},{"speaker":"John Tyreman","startTime":569.716,"endTime":570.286,"body":"performance"},{"speaker":"John Tyreman","startTime":570.286,"endTime":570.426,"body":"that"},{"speaker":"John Tyreman","startTime":570.426,"endTime":570.826,"body":"absolutely"},{"speaker":"John Tyreman","startTime":570.826,"endTime":571.316,"body":"strengthens"},{"speaker":"John Tyreman","startTime":571.376,"endTime":571.466,"body":"your"},{"speaker":"John Tyreman","startTime":571.466,"endTime":571.856,"body":"brand."},{"speaker":"John Tyreman","startTime":571.856,"endTime":571.956,"body":"So"},{"speaker":"John Tyreman","startTime":571.956,"endTime":572.146,"body":"that's"},{"speaker":"John Tyreman","startTime":572.156,"endTime":572.336,"body":"one"},{"speaker":"John Tyreman","startTime":572.336,"endTime":572.406,"body":"of"},{"speaker":"John Tyreman","startTime":572.406,"endTime":572.656,"body":"them."},{"speaker":"John Tyreman","startTime":572.656,"endTime":572.956,"body":"Another"},{"speaker":"John Tyreman","startTime":572.956,"endTime":573.076,"body":"one"},{"speaker":"John Tyreman","startTime":573.076,"endTime":573.166,"body":"that"},{"speaker":"John Tyreman","startTime":573.166,"endTime":573.286,"body":"I,"},{"speaker":"John Tyreman","startTime":573.406,"endTime":573.586,"body":"that"},{"speaker":"John Tyreman","startTime":573.586,"endTime":573.656,"body":"I"},{"speaker":"John Tyreman","startTime":573.656,"endTime":574.076,"body":"noticed"},{"speaker":"John Tyreman","startTime":574.076,"endTime":574.396,"body":"was"},{"speaker":"John Tyreman","startTime":574.686,"endTime":574.826,"body":"kind"},{"speaker":"John Tyreman","startTime":574.826,"endTime":574.956,"body":"of"},{"speaker":"John Tyreman","startTime":574.956,"endTime":575.096,"body":"like"},{"speaker":"John Tyreman","startTime":575.096,"endTime":575.216,"body":"an"},{"speaker":"John Tyreman","startTime":575.216,"endTime":575.906,"body":"operational"},{"speaker":"John Tyreman","startTime":575.906,"endTime":576.216,"body":"one."},{"speaker":"John Tyreman","startTime":576.736,"endTime":577.206,"body":"Where"},{"speaker":"John Tyreman","startTime":577.356,"endTime":577.546,"body":"if"},{"speaker":"John Tyreman","startTime":577.546,"endTime":577.966,"body":"you're"},{"speaker":"John Tyreman","startTime":578.096,"endTime":578.446,"body":"doing"},{"speaker":"John Tyreman","startTime":578.446,"endTime":578.756,"body":"great"},{"speaker":"John Tyreman","startTime":578.756,"endTime":579.266,"body":"work"},{"speaker":"John Tyreman","startTime":579.276,"endTime":579.906,"body":"for"},{"speaker":"John Tyreman","startTime":580.126,"endTime":580.536,"body":"clients"},{"speaker":"John Tyreman","startTime":580.536,"endTime":580.816,"body":"within"},{"speaker":"John Tyreman","startTime":580.816,"endTime":580.896,"body":"a"},{"speaker":"John Tyreman","startTime":580.916,"endTime":581.476,"body":"particular"},{"speaker":"John Tyreman","startTime":581.476,"endTime":582.056,"body":"segment,"},{"speaker":"John Tyreman","startTime":582.406,"endTime":582.656,"body":"maybe"},{"speaker":"John Tyreman","startTime":582.666,"endTime":582.886,"body":"you've"},{"speaker":"John Tyreman","startTime":582.926,"endTime":583.646,"body":"identified"},{"speaker":"John Tyreman","startTime":583.646,"endTime":583.996,"body":"common"},{"speaker":"John Tyreman","startTime":583.996,"endTime":584.476,"body":"traits"},{"speaker":"John Tyreman","startTime":584.476,"endTime":584.786,"body":"among"},{"speaker":"John Tyreman","startTime":584.786,"endTime":585.026,"body":"those"},{"speaker":"John Tyreman","startTime":585.026,"endTime":585.546,"body":"different"},{"speaker":"John Tyreman","startTime":585.706,"endTime":586.316,"body":"segments"},{"speaker":"John Tyreman","startTime":586.316,"endTime":586.556,"body":"or"},{"speaker":"John Tyreman","startTime":587.226,"endTime":587.676,"body":"clients"},{"speaker":"John Tyreman","startTime":587.676,"endTime":587.846,"body":"that"},{"speaker":"John Tyreman","startTime":587.846,"endTime":588.436,"body":"represent"},{"speaker":"John Tyreman","startTime":588.446,"endTime":588.706,"body":"your"},{"speaker":"John Tyreman","startTime":588.706,"endTime":589.086,"body":"ideal"},{"speaker":"John Tyreman","startTime":589.086,"endTime":589.336,"body":"client"},{"speaker":"John Tyreman","startTime":589.336,"endTime":589.766,"body":"profile"},{"speaker":"John Tyreman","startTime":589.766,"endTime":590.016,"body":"within"},{"speaker":"John Tyreman","startTime":590.016,"endTime":590.186,"body":"that"},{"speaker":"John Tyreman","startTime":590.186,"endTime":590.676,"body":"segment,"},{"speaker":"John Tyreman","startTime":591.406,"endTime":591.566,"body":"then"},{"speaker":"John Tyreman","startTime":591.566,"endTime":591.666,"body":"you"},{"speaker":"John Tyreman","startTime":591.666,"endTime":591.936,"body":"create"},{"speaker":"John Tyreman","startTime":591.936,"endTime":592.576,"body":"operational"},{"speaker":"John Tyreman","startTime":592.916,"endTime":593.266,"body":"efficiencies."},{"speaker":"Mark Wainwright","startTime":593.866,"endTime":594.286,"body":"Agreed."},{"speaker":"Mark Wainwright","startTime":594.296,"endTime":594.596,"body":"Agreed."},{"speaker":"Mark Wainwright","startTime":594.596,"endTime":594.836,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":594.836,"endTime":594.946,"body":"And"},{"speaker":"Mark Wainwright","startTime":594.946,"endTime":595.156,"body":"that,"},{"speaker":"Mark Wainwright","startTime":595.156,"endTime":595.356,"body":"that,"},{"speaker":"Mark Wainwright","startTime":595.366,"endTime":595.596,"body":"that"},{"speaker":"Mark Wainwright","startTime":595.616,"endTime":595.926,"body":"makes"},{"speaker":"Mark Wainwright","startTime":595.926,"endTime":596.056,"body":"me"},{"speaker":"Mark Wainwright","startTime":596.076,"endTime":596.246,"body":"think"},{"speaker":"Mark Wainwright","startTime":596.246,"endTime":596.316,"body":"of"},{"speaker":"Mark Wainwright","startTime":596.316,"endTime":596.446,"body":"that"},{"speaker":"Mark Wainwright","startTime":596.446,"endTime":596.936,"body":"conversation"},{"speaker":"Mark Wainwright","startTime":596.936,"endTime":597.026,"body":"we"},{"speaker":"Mark Wainwright","startTime":597.026,"endTime":597.206,"body":"had"},{"speaker":"Mark Wainwright","startTime":597.206,"endTime":597.516,"body":"about"},{"speaker":"Mark Wainwright","startTime":597.586,"endTime":598.016,"body":"account"},{"speaker":"Mark Wainwright","startTime":598.016,"endTime":598.416,"body":"development"},{"speaker":"Mark Wainwright","startTime":598.416,"endTime":598.666,"body":"plans."},{"speaker":"Mark Wainwright","startTime":598.666,"endTime":598.816,"body":"It's"},{"speaker":"Mark Wainwright","startTime":598.816,"endTime":599.006,"body":"very"},{"speaker":"Mark Wainwright","startTime":599.006,"endTime":599.346,"body":"similar"},{"speaker":"Mark Wainwright","startTime":599.346,"endTime":599.446,"body":"to"},{"speaker":"Mark Wainwright","startTime":599.446,"endTime":599.656,"body":"that."},{"speaker":"Mark Wainwright","startTime":599.656,"endTime":599.846,"body":"We've"},{"speaker":"Mark Wainwright","startTime":599.866,"endTime":600.086,"body":"just"},{"speaker":"Mark Wainwright","startTime":600.086,"endTime":600.356,"body":"gotten"},{"speaker":"Mark Wainwright","startTime":600.356,"endTime":600.466,"body":"to"},{"speaker":"Mark Wainwright","startTime":600.466,"endTime":601.026,"body":"know"},{"speaker":"Mark Wainwright","startTime":601.466,"endTime":601.756,"body":"that"},{"speaker":"Mark Wainwright","startTime":601.756,"endTime":602.406,"body":"client"},{"speaker":"Mark Wainwright","startTime":602.606,"endTime":603.166,"body":"well."},{"speaker":"Mark Wainwright","startTime":603.436,"endTime":603.636,"body":"and"},{"speaker":"Mark Wainwright","startTime":603.636,"endTime":603.906,"body":"getting"},{"speaker":"Mark Wainwright","startTime":603.906,"endTime":604.026,"body":"to"},{"speaker":"Mark Wainwright","startTime":604.026,"endTime":604.186,"body":"know"},{"speaker":"Mark Wainwright","startTime":604.186,"endTime":604.316,"body":"an"},{"speaker":"Mark Wainwright","startTime":604.316,"endTime":604.756,"body":"industry"},{"speaker":"Mark Wainwright","startTime":604.756,"endTime":604.926,"body":"can"},{"speaker":"Mark Wainwright","startTime":604.926,"endTime":605.196,"body":"be,"},{"speaker":"Mark Wainwright","startTime":605.416,"endTime":605.556,"body":"you"},{"speaker":"Mark Wainwright","startTime":605.556,"endTime":605.696,"body":"know,"},{"speaker":"Mark Wainwright","startTime":605.696,"endTime":605.886,"body":"kind"},{"speaker":"Mark Wainwright","startTime":605.886,"endTime":606.016,"body":"of,"},{"speaker":"Mark Wainwright","startTime":606.156,"endTime":606.306,"body":"kind"},{"speaker":"Mark Wainwright","startTime":606.306,"endTime":606.396,"body":"of"},{"speaker":"Mark Wainwright","startTime":606.396,"endTime":606.786,"body":"similar."},{"speaker":"John Tyreman","startTime":606.786,"endTime":607.236,"body":"So"},{"speaker":"John Tyreman","startTime":607.546,"endTime":607.656,"body":"I"},{"speaker":"John Tyreman","startTime":607.656,"endTime":608.136,"body":"guess"},{"speaker":"John Tyreman","startTime":608.416,"endTime":608.546,"body":"kind"},{"speaker":"John Tyreman","startTime":608.546,"endTime":608.636,"body":"of"},{"speaker":"John Tyreman","startTime":608.636,"endTime":608.776,"body":"like"},{"speaker":"John Tyreman","startTime":608.776,"endTime":608.896,"body":"the"},{"speaker":"John Tyreman","startTime":608.896,"endTime":609.486,"body":"antithesis"},{"speaker":"John Tyreman","startTime":609.486,"endTime":609.616,"body":"of"},{"speaker":"John Tyreman","startTime":609.616,"endTime":609.756,"body":"that"},{"speaker":"John Tyreman","startTime":609.756,"endTime":609.886,"body":"is"},{"speaker":"John Tyreman","startTime":609.886,"endTime":610.096,"body":"like,"},{"speaker":"John Tyreman","startTime":610.136,"endTime":610.416,"body":"okay,"},{"speaker":"John Tyreman","startTime":610.416,"endTime":610.586,"body":"well,"},{"speaker":"John Tyreman","startTime":610.586,"endTime":610.686,"body":"if"},{"speaker":"John Tyreman","startTime":610.686,"endTime":610.846,"body":"these"},{"speaker":"John Tyreman","startTime":610.846,"endTime":611.146,"body":"account"},{"speaker":"John Tyreman","startTime":611.146,"endTime":611.486,"body":"development"},{"speaker":"John Tyreman","startTime":611.486,"endTime":611.806,"body":"plans"},{"speaker":"John Tyreman","startTime":611.806,"endTime":611.886,"body":"are"},{"speaker":"John Tyreman","startTime":611.886,"endTime":612.166,"body":"so"},{"speaker":"John Tyreman","startTime":612.166,"endTime":612.836,"body":"important,"},{"speaker":"John Tyreman","startTime":613.046,"endTime":613.516,"body":"then"},{"speaker":"John Tyreman","startTime":613.996,"endTime":614.296,"body":"why"},{"speaker":"John Tyreman","startTime":614.316,"endTime":614.866,"body":"don't"},{"speaker":"John Tyreman","startTime":615.156,"endTime":615.446,"body":"more"},{"speaker":"John Tyreman","startTime":615.446,"endTime":616.036,"body":"firms"},{"speaker":"John Tyreman","startTime":616.346,"endTime":616.846,"body":"pursue"},{"speaker":"John Tyreman","startTime":616.846,"endTime":617.206,"body":"this"},{"speaker":"John Tyreman","startTime":617.246,"endTime":617.666,"body":"as"},{"speaker":"John Tyreman","startTime":617.696,"endTime":617.836,"body":"kind"},{"speaker":"John Tyreman","startTime":617.836,"endTime":617.946,"body":"of"},{"speaker":"John Tyreman","startTime":617.946,"endTime":618.056,"body":"like"},{"speaker":"John Tyreman","startTime":618.056,"endTime":618.116,"body":"a"},{"speaker":"John Tyreman","startTime":618.116,"endTime":618.446,"body":"growth"},{"speaker":"John Tyreman","startTime":618.446,"endTime":618.866,"body":"lever?"},{"speaker":"Mark Wainwright","startTime":619.791,"endTime":620.161,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":620.211,"endTime":620.441,"body":"Well,"},{"speaker":"Mark Wainwright","startTime":620.441,"endTime":620.591,"body":"we"},{"speaker":"Mark Wainwright","startTime":620.591,"endTime":620.851,"body":"get"},{"speaker":"Mark Wainwright","startTime":620.961,"endTime":621.581,"body":"distracted."},{"speaker":"Mark Wainwright","startTime":621.581,"endTime":621.881,"body":"Everybody"},{"speaker":"Mark Wainwright","startTime":621.881,"endTime":622.071,"body":"gets"},{"speaker":"Mark Wainwright","startTime":622.071,"endTime":622.831,"body":"distracted"},{"speaker":"Mark Wainwright","startTime":622.961,"endTime":623.161,"body":"from"},{"speaker":"Mark Wainwright","startTime":623.161,"endTime":623.271,"body":"the"},{"speaker":"Mark Wainwright","startTime":623.271,"endTime":623.521,"body":"work"},{"speaker":"Mark Wainwright","startTime":623.521,"endTime":623.721,"body":"that's"},{"speaker":"Mark Wainwright","startTime":623.721,"endTime":623.851,"body":"in"},{"speaker":"Mark Wainwright","startTime":623.851,"endTime":624.081,"body":"front"},{"speaker":"Mark Wainwright","startTime":624.082,"endTime":624.291,"body":"of"},{"speaker":"Mark Wainwright","startTime":624.291,"endTime":624.501,"body":"us."},{"speaker":"Mark Wainwright","startTime":624.501,"endTime":624.651,"body":"And"},{"speaker":"Mark Wainwright","startTime":624.651,"endTime":624.881,"body":"these"},{"speaker":"Mark Wainwright","startTime":624.881,"endTime":625.201,"body":"take"},{"speaker":"Mark Wainwright","startTime":625.201,"endTime":625.731,"body":"some"},{"speaker":"Mark Wainwright","startTime":626.001,"endTime":626.561,"body":"proactivity."},{"speaker":"Mark Wainwright","startTime":626.601,"endTime":626.741,"body":"They"},{"speaker":"Mark Wainwright","startTime":626.741,"endTime":626.951,"body":"take"},{"speaker":"Mark Wainwright","startTime":626.951,"endTime":627.091,"body":"some"},{"speaker":"Mark Wainwright","startTime":627.121,"endTime":627.671,"body":"energy,"},{"speaker":"Mark Wainwright","startTime":627.771,"endTime":627.941,"body":"these"},{"speaker":"Mark Wainwright","startTime":627.941,"endTime":628.071,"body":"can"},{"speaker":"Mark Wainwright","startTime":628.071,"endTime":628.181,"body":"be"},{"speaker":"Mark Wainwright","startTime":628.181,"endTime":628.651,"body":"hard."},{"speaker":"Mark Wainwright","startTime":628.936,"endTime":629.236,"body":"Right."},{"speaker":"Mark Wainwright","startTime":629.266,"endTime":629.596,"body":"It's"},{"speaker":"Mark Wainwright","startTime":629.646,"endTime":630.156,"body":"because"},{"speaker":"Mark Wainwright","startTime":630.166,"endTime":630.456,"body":"again,"},{"speaker":"Mark Wainwright","startTime":630.456,"endTime":630.546,"body":"we're"},{"speaker":"Mark Wainwright","startTime":630.546,"endTime":630.646,"body":"in"},{"speaker":"Mark Wainwright","startTime":630.646,"endTime":630.756,"body":"that"},{"speaker":"Mark Wainwright","startTime":630.766,"endTime":630.966,"body":"world"},{"speaker":"Mark Wainwright","startTime":630.966,"endTime":631.056,"body":"of"},{"speaker":"Mark Wainwright","startTime":631.056,"endTime":631.486,"body":"create"},{"speaker":"Mark Wainwright","startTime":631.486,"endTime":631.786,"body":"here,"},{"speaker":"Mark Wainwright","startTime":632.166,"endTime":632.296,"body":"right?"},{"speaker":"Mark Wainwright","startTime":632.336,"endTime":632.466,"body":"we"},{"speaker":"Mark Wainwright","startTime":632.466,"endTime":632.736,"body":"can't"},{"speaker":"Mark Wainwright","startTime":632.736,"endTime":632.966,"body":"just"},{"speaker":"Mark Wainwright","startTime":632.966,"endTime":633.116,"body":"be"},{"speaker":"Mark Wainwright","startTime":633.116,"endTime":634.036,"body":"expecting,"},{"speaker":"Mark Wainwright","startTime":634.366,"endTime":634.723,"body":"10"},{"speaker":"Mark Wainwright","startTime":634.723,"endTime":634.893,"body":"new"},{"speaker":"Mark Wainwright","startTime":634.893,"endTime":635.193,"body":"healthcare"},{"speaker":"Mark Wainwright","startTime":635.193,"endTime":635.443,"body":"clients"},{"speaker":"Mark Wainwright","startTime":635.443,"endTime":635.523,"body":"to"},{"speaker":"Mark Wainwright","startTime":635.523,"endTime":635.643,"body":"just"},{"speaker":"Mark Wainwright","startTime":635.643,"endTime":635.793,"body":"show"},{"speaker":"Mark Wainwright","startTime":635.793,"endTime":635.873,"body":"up"},{"speaker":"Mark Wainwright","startTime":635.873,"endTime":635.893,"body":"at"},{"speaker":"Mark Wainwright","startTime":635.903,"endTime":636.003,"body":"the"},{"speaker":"Mark Wainwright","startTime":636.003,"endTime":636.213,"body":"front"},{"speaker":"Mark Wainwright","startTime":636.213,"endTime":636.413,"body":"door."},{"speaker":"Mark Wainwright","startTime":636.413,"endTime":636.533,"body":"We"},{"speaker":"Mark Wainwright","startTime":636.533,"endTime":636.673,"body":"have"},{"speaker":"Mark Wainwright","startTime":636.673,"endTime":636.783,"body":"to"},{"speaker":"Mark Wainwright","startTime":636.783,"endTime":636.973,"body":"do"},{"speaker":"Mark Wainwright","startTime":636.973,"endTime":637.243,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":637.273,"endTime":637.543,"body":"both"},{"speaker":"Mark Wainwright","startTime":637.543,"endTime":637.723,"body":"from"},{"speaker":"Mark Wainwright","startTime":637.723,"endTime":637.773,"body":"a"},{"speaker":"Mark Wainwright","startTime":637.773,"endTime":638.123,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":638.123,"endTime":638.643,"body":"perspective"},{"speaker":"Mark Wainwright","startTime":638.643,"endTime":638.853,"body":"and"},{"speaker":"Mark Wainwright","startTime":638.853,"endTime":639.043,"body":"sort"},{"speaker":"Mark Wainwright","startTime":639.043,"endTime":639.163,"body":"of"},{"speaker":"Mark Wainwright","startTime":639.163,"endTime":639.273,"body":"a"},{"speaker":"Mark Wainwright","startTime":639.283,"endTime":639.903,"body":"prospecting"},{"speaker":"Mark Wainwright","startTime":639.903,"endTime":640.193,"body":"sales"},{"speaker":"Mark Wainwright","startTime":640.193,"endTime":640.683,"body":"perspective."},{"speaker":"Mark Wainwright","startTime":640.683,"endTime":640.843,"body":"We"},{"speaker":"Mark Wainwright","startTime":640.843,"endTime":641.023,"body":"have"},{"speaker":"Mark Wainwright","startTime":641.023,"endTime":641.143,"body":"to"},{"speaker":"Mark Wainwright","startTime":641.143,"endTime":641.313,"body":"be"},{"speaker":"Mark Wainwright","startTime":641.313,"endTime":642.173,"body":"proactive."},{"speaker":"Mark Wainwright","startTime":642.173,"endTime":642.443,"body":"And"},{"speaker":"Mark Wainwright","startTime":642.443,"endTime":642.683,"body":"when"},{"speaker":"Mark Wainwright","startTime":642.683,"endTime":642.913,"body":"we"},{"speaker":"Mark Wainwright","startTime":642.913,"endTime":643.293,"body":"do"},{"speaker":"Mark Wainwright","startTime":643.293,"endTime":644.063,"body":"this,"},{"speaker":"Mark Wainwright","startTime":644.183,"endTime":644.753,"body":"and"},{"speaker":"Mark Wainwright","startTime":644.933,"endTime":645.353,"body":"again,"},{"speaker":"Mark Wainwright","startTime":645.353,"endTime":645.453,"body":"we'll"},{"speaker":"Mark Wainwright","startTime":645.453,"endTime":645.793,"body":"talk"},{"speaker":"Mark Wainwright","startTime":645.803,"endTime":646.153,"body":"more"},{"speaker":"Mark Wainwright","startTime":646.153,"endTime":646.403,"body":"about"},{"speaker":"Mark Wainwright","startTime":646.403,"endTime":646.653,"body":"this"},{"speaker":"Mark Wainwright","startTime":646.663,"endTime":647.093,"body":"focused"},{"speaker":"Mark Wainwright","startTime":647.093,"endTime":647.683,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":647.693,"endTime":647.973,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":647.973,"endTime":648.343,"body":"but"},{"speaker":"Mark Wainwright","startTime":648.453,"endTime":648.583,"body":"I"},{"speaker":"Mark Wainwright","startTime":648.583,"endTime":648.813,"body":"think"},{"speaker":"Mark Wainwright","startTime":648.813,"endTime":648.973,"body":"it's"},{"speaker":"Mark Wainwright","startTime":648.973,"endTime":649.373,"body":"critical"},{"speaker":"Mark Wainwright","startTime":649.373,"endTime":649.583,"body":"when"},{"speaker":"Mark Wainwright","startTime":649.583,"endTime":649.703,"body":"we"},{"speaker":"Mark Wainwright","startTime":649.703,"endTime":649.853,"body":"are"},{"speaker":"Mark Wainwright","startTime":649.853,"endTime":650.133,"body":"being"},{"speaker":"Mark Wainwright","startTime":650.133,"endTime":651.203,"body":"proactive."},{"speaker":"Mark Wainwright","startTime":651.463,"endTime":651.673,"body":"We"},{"speaker":"Mark Wainwright","startTime":651.673,"endTime":651.933,"body":"really"},{"speaker":"Mark Wainwright","startTime":651.933,"endTime":652.073,"body":"need"},{"speaker":"Mark Wainwright","startTime":652.083,"endTime":652.183,"body":"to"},{"speaker":"Mark Wainwright","startTime":652.183,"endTime":652.513,"body":"be"},{"speaker":"Mark Wainwright","startTime":652.613,"endTime":653.193,"body":"focused."},{"speaker":"Mark Wainwright","startTime":653.773,"endTime":653.883,"body":"A"},{"speaker":"Mark Wainwright","startTime":653.883,"endTime":654.083,"body":"lot"},{"speaker":"Mark Wainwright","startTime":654.083,"endTime":654.143,"body":"of"},{"speaker":"Mark Wainwright","startTime":654.153,"endTime":654.373,"body":"people"},{"speaker":"Mark Wainwright","startTime":654.383,"endTime":654.673,"body":"have"},{"speaker":"Mark Wainwright","startTime":654.773,"endTime":654.883,"body":"a"},{"speaker":"Mark Wainwright","startTime":654.883,"endTime":655.183,"body":"tough"},{"speaker":"Mark Wainwright","startTime":655.183,"endTime":655.523,"body":"time"},{"speaker":"Mark Wainwright","startTime":655.533,"endTime":655.893,"body":"being"},{"speaker":"Mark Wainwright","startTime":655.893,"endTime":656.443,"body":"focused."},{"speaker":"Mark Wainwright","startTime":656.513,"endTime":656.683,"body":"I"},{"speaker":"Mark Wainwright","startTime":656.683,"endTime":656.983,"body":"know."},{"speaker":"Mark Wainwright","startTime":657.013,"endTime":657.093,"body":"I"},{"speaker":"Mark Wainwright","startTime":657.093,"endTime":657.303,"body":"talked"},{"speaker":"Mark Wainwright","startTime":657.303,"endTime":657.383,"body":"to"},{"speaker":"Mark Wainwright","startTime":657.383,"endTime":657.443,"body":"a"},{"speaker":"Mark Wainwright","startTime":657.443,"endTime":657.653,"body":"lot"},{"speaker":"Mark Wainwright","startTime":657.653,"endTime":657.703,"body":"of"},{"speaker":"Mark Wainwright","startTime":657.703,"endTime":658.493,"body":"professionals,"},{"speaker":"Mark Wainwright","startTime":658.713,"endTime":659.133,"body":"particularly"},{"speaker":"Mark Wainwright","startTime":659.133,"endTime":659.473,"body":"folks"},{"speaker":"Mark Wainwright","startTime":659.473,"endTime":659.583,"body":"kind"},{"speaker":"Mark Wainwright","startTime":659.583,"endTime":659.693,"body":"of"},{"speaker":"Mark Wainwright","startTime":659.693,"endTime":659.813,"body":"in"},{"speaker":"Mark Wainwright","startTime":659.813,"endTime":659.953,"body":"the"},{"speaker":"Mark Wainwright","startTime":659.963,"endTime":660.483,"body":"design"},{"speaker":"Mark Wainwright","startTime":660.483,"endTime":660.813,"body":"world"},{"speaker":"Mark Wainwright","startTime":660.813,"endTime":660.973,"body":"that"},{"speaker":"Mark Wainwright","startTime":660.983,"endTime":661.253,"body":"think,"},{"speaker":"Mark Wainwright","startTime":661.293,"endTime":661.433,"body":"Oh,"},{"speaker":"Mark Wainwright","startTime":661.433,"endTime":661.593,"body":"we"},{"speaker":"Mark Wainwright","startTime":661.593,"endTime":661.783,"body":"want"},{"speaker":"Mark Wainwright","startTime":661.783,"endTime":661.843,"body":"to"},{"speaker":"Mark Wainwright","startTime":661.843,"endTime":662.083,"body":"just"},{"speaker":"Mark Wainwright","startTime":662.083,"endTime":662.773,"body":"design"},{"speaker":"Mark Wainwright","startTime":662.853,"endTime":663.033,"body":"all"},{"speaker":"Mark Wainwright","startTime":663.033,"endTime":663.333,"body":"different"},{"speaker":"Mark Wainwright","startTime":663.333,"endTime":663.553,"body":"kinds"},{"speaker":"Mark Wainwright","startTime":663.553,"endTime":663.673,"body":"of"},{"speaker":"Mark Wainwright","startTime":663.673,"endTime":664.023,"body":"things."},{"speaker":"Mark Wainwright","startTime":664.043,"endTime":664.183,"body":"You"},{"speaker":"Mark Wainwright","startTime":664.183,"endTime":664.293,"body":"know,"},{"speaker":"Mark Wainwright","startTime":664.293,"endTime":664.393,"body":"we"},{"speaker":"Mark Wainwright","startTime":664.393,"endTime":664.513,"body":"don't"},{"speaker":"Mark Wainwright","startTime":664.513,"endTime":664.653,"body":"want"},{"speaker":"Mark Wainwright","startTime":664.653,"endTime":664.713,"body":"to"},{"speaker":"Mark Wainwright","startTime":664.713,"endTime":664.873,"body":"get"},{"speaker":"Mark Wainwright","startTime":664.873,"endTime":665.183,"body":"bored"},{"speaker":"Mark Wainwright","startTime":665.183,"endTime":665.363,"body":"with"},{"speaker":"Mark Wainwright","startTime":665.363,"endTime":665.573,"body":"one"},{"speaker":"Mark Wainwright","startTime":665.573,"endTime":666.183,"body":"particular"},{"speaker":"Mark Wainwright","startTime":666.233,"endTime":666.473,"body":"thing."},{"speaker":"Mark Wainwright","startTime":666.473,"endTime":666.553,"body":"We"},{"speaker":"Mark Wainwright","startTime":666.553,"endTime":666.663,"body":"don't"},{"speaker":"Mark Wainwright","startTime":666.663,"endTime":666.773,"body":"want"},{"speaker":"Mark Wainwright","startTime":666.773,"endTime":666.843,"body":"to"},{"speaker":"Mark Wainwright","startTime":666.843,"endTime":667.173,"body":"focus"},{"speaker":"Mark Wainwright","startTime":667.173,"endTime":667.273,"body":"too"},{"speaker":"Mark Wainwright","startTime":667.273,"endTime":667.463,"body":"much"},{"speaker":"Mark Wainwright","startTime":667.463,"endTime":667.563,"body":"on"},{"speaker":"Mark Wainwright","startTime":667.563,"endTime":667.663,"body":"one"},{"speaker":"Mark Wainwright","startTime":667.663,"endTime":668.023,"body":"particular"},{"speaker":"Mark Wainwright","startTime":668.023,"endTime":668.313,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":668.683,"endTime":668.823,"body":"but"},{"speaker":"Mark Wainwright","startTime":668.823,"endTime":668.893,"body":"I"},{"speaker":"Mark Wainwright","startTime":668.903,"endTime":669.093,"body":"think"},{"speaker":"Mark Wainwright","startTime":669.093,"endTime":669.283,"body":"it's"},{"speaker":"Mark Wainwright","startTime":669.283,"endTime":669.873,"body":"critical"},{"speaker":"Mark Wainwright","startTime":670.043,"endTime":670.253,"body":"when"},{"speaker":"Mark Wainwright","startTime":670.253,"endTime":670.373,"body":"we"},{"speaker":"Mark Wainwright","startTime":670.373,"endTime":670.433,"body":"are"},{"speaker":"Mark Wainwright","startTime":670.433,"endTime":670.743,"body":"trying"},{"speaker":"Mark Wainwright","startTime":670.743,"endTime":670.873,"body":"to"},{"speaker":"Mark Wainwright","startTime":670.873,"endTime":671.123,"body":"grow"},{"speaker":"Mark Wainwright","startTime":671.123,"endTime":671.213,"body":"in"},{"speaker":"Mark Wainwright","startTime":671.213,"endTime":671.273,"body":"a"},{"speaker":"Mark Wainwright","startTime":671.273,"endTime":671.793,"body":"specific"},{"speaker":"Mark Wainwright","startTime":671.803,"endTime":671.843,"body":"way."},{"speaker":"Mark Wainwright","startTime":672.038,"endTime":672.728,"body":"Focused"},{"speaker":"Mark Wainwright","startTime":672.858,"endTime":673.288,"body":"market"},{"speaker":"Mark Wainwright","startTime":673.288,"endTime":673.378,"body":"or"},{"speaker":"Mark Wainwright","startTime":673.378,"endTime":674.018,"body":"segment"},{"speaker":"Mark Wainwright","startTime":674.358,"endTime":674.768,"body":"that"},{"speaker":"Mark Wainwright","startTime":674.918,"endTime":675.118,"body":"we"},{"speaker":"Mark Wainwright","startTime":675.118,"endTime":675.438,"body":"really"},{"speaker":"Mark Wainwright","startTime":675.438,"endTime":675.798,"body":"have"},{"speaker":"Mark Wainwright","startTime":675.798,"endTime":676.268,"body":"something"},{"speaker":"Mark Wainwright","startTime":676.268,"endTime":676.378,"body":"to"},{"speaker":"Mark Wainwright","startTime":676.378,"endTime":676.708,"body":"offer"},{"speaker":"Mark Wainwright","startTime":676.708,"endTime":677.088,"body":"something"},{"speaker":"Mark Wainwright","startTime":677.088,"endTime":677.728,"body":"specific,"},{"speaker":"Mark Wainwright","startTime":677.728,"endTime":678.398,"body":"something,"},{"speaker":"Mark Wainwright","startTime":678.738,"endTime":679.648,"body":"irresistible"},{"speaker":"Mark Wainwright","startTime":679.648,"endTime":679.838,"body":"with"},{"speaker":"Mark Wainwright","startTime":679.848,"endTime":680.138,"body":"clients."},{"speaker":"Mark Wainwright","startTime":680.138,"endTime":680.218,"body":"It"},{"speaker":"Mark Wainwright","startTime":680.218,"endTime":680.388,"body":"says,"},{"speaker":"Mark Wainwright","startTime":680.388,"endTime":680.458,"body":"Oh,"},{"speaker":"Mark Wainwright","startTime":680.458,"endTime":680.558,"body":"my"},{"speaker":"Mark Wainwright","startTime":680.558,"endTime":680.758,"body":"gosh,"},{"speaker":"Mark Wainwright","startTime":680.758,"endTime":680.878,"body":"you"},{"speaker":"Mark Wainwright","startTime":680.898,"endTime":681.108,"body":"guys"},{"speaker":"Mark Wainwright","startTime":681.108,"endTime":681.248,"body":"are"},{"speaker":"Mark Wainwright","startTime":681.248,"endTime":681.358,"body":"the"},{"speaker":"Mark Wainwright","startTime":681.358,"endTime":681.728,"body":"experts"},{"speaker":"Mark Wainwright","startTime":681.738,"endTime":681.888,"body":"with"},{"speaker":"Mark Wainwright","startTime":681.888,"endTime":682.048,"body":"that"},{"speaker":"Mark Wainwright","startTime":682.048,"endTime":682.518,"body":"particular"},{"speaker":"Mark Wainwright","startTime":682.518,"endTime":682.818,"body":"thing,"},{"speaker":"Mark Wainwright","startTime":682.888,"endTime":683.198,"body":"right?"},{"speaker":"Mark Wainwright","startTime":683.558,"endTime":683.778,"body":"And"},{"speaker":"Mark Wainwright","startTime":683.788,"endTime":684.258,"body":"being,"},{"speaker":"Mark Wainwright","startTime":684.468,"endTime":685.208,"body":"diffuse"},{"speaker":"Mark Wainwright","startTime":685.208,"endTime":685.218,"body":"or"},{"speaker":"Mark Wainwright","startTime":685.218,"endTime":685.338,"body":"unfocused"},{"speaker":"Mark Wainwright","startTime":686.338,"endTime":686.578,"body":"makes"},{"speaker":"Mark Wainwright","startTime":686.578,"endTime":686.678,"body":"it"},{"speaker":"Mark Wainwright","startTime":686.678,"endTime":687.018,"body":"hard."},{"speaker":"Mark Wainwright","startTime":687.653,"endTime":687.873,"body":"Makes"},{"speaker":"Mark Wainwright","startTime":687.873,"endTime":687.983,"body":"it"},{"speaker":"Mark Wainwright","startTime":687.983,"endTime":688.273,"body":"hard"},{"speaker":"Mark Wainwright","startTime":688.273,"endTime":688.423,"body":"for"},{"speaker":"Mark Wainwright","startTime":688.423,"endTime":688.723,"body":"them"},{"speaker":"Mark Wainwright","startTime":688.723,"endTime":688.883,"body":"to"},{"speaker":"Mark Wainwright","startTime":689.093,"endTime":689.883,"body":"differentiate"},{"speaker":"Mark Wainwright","startTime":689.943,"endTime":690.383,"body":"us"},{"speaker":"Mark Wainwright","startTime":690.443,"endTime":690.763,"body":"from"},{"speaker":"Mark Wainwright","startTime":690.843,"endTime":691.503,"body":"others,"},{"speaker":"Mark Wainwright","startTime":691.873,"endTime":692.123,"body":"right?"},{"speaker":"Mark Wainwright","startTime":692.123,"endTime":692.233,"body":"If"},{"speaker":"Mark Wainwright","startTime":692.233,"endTime":692.323,"body":"we're"},{"speaker":"Mark Wainwright","startTime":692.323,"endTime":692.793,"body":"approaching"},{"speaker":"Mark Wainwright","startTime":692.793,"endTime":693.163,"body":"someone"},{"speaker":"Mark Wainwright","startTime":693.163,"endTime":693.373,"body":"new,"},{"speaker":"Mark Wainwright","startTime":693.383,"endTime":693.503,"body":"we"},{"speaker":"Mark Wainwright","startTime":693.503,"endTime":693.723,"body":"say,"},{"speaker":"Mark Wainwright","startTime":693.753,"endTime":693.903,"body":"Oh"},{"speaker":"Mark Wainwright","startTime":693.903,"endTime":694.033,"body":"my"},{"speaker":"Mark Wainwright","startTime":694.033,"endTime":694.253,"body":"gosh,"},{"speaker":"Mark Wainwright","startTime":694.253,"endTime":694.383,"body":"we"},{"speaker":"Mark Wainwright","startTime":694.383,"endTime":694.533,"body":"do"},{"speaker":"Mark Wainwright","startTime":694.593,"endTime":695.273,"body":"everything"},{"speaker":"Mark Wainwright","startTime":695.913,"endTime":696.063,"body":"to"},{"speaker":"Mark Wainwright","startTime":696.093,"endTime":696.773,"body":"everyone"},{"speaker":"Mark Wainwright","startTime":696.773,"endTime":696.903,"body":"and"},{"speaker":"Mark Wainwright","startTime":696.913,"endTime":697.053,"body":"you"},{"speaker":"Mark Wainwright","startTime":697.053,"endTime":697.213,"body":"should"},{"speaker":"Mark Wainwright","startTime":697.213,"endTime":697.483,"body":"hire"},{"speaker":"Mark Wainwright","startTime":697.483,"endTime":697.623,"body":"us."},{"speaker":"Mark Wainwright","startTime":697.643,"endTime":697.803,"body":"They'll"},{"speaker":"Mark Wainwright","startTime":697.803,"endTime":698.063,"body":"say,"},{"speaker":"Mark Wainwright","startTime":698.193,"endTime":698.543,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":698.703,"endTime":699.013,"body":"okay,"},{"speaker":"Mark Wainwright","startTime":699.013,"endTime":699.193,"body":"get"},{"speaker":"Mark Wainwright","startTime":699.193,"endTime":699.313,"body":"in"},{"speaker":"Mark Wainwright","startTime":699.313,"endTime":699.643,"body":"line."},{"speaker":"Mark Wainwright","startTime":699.643,"endTime":699.833,"body":"There's"},{"speaker":"Mark Wainwright","startTime":699.843,"endTime":700.113,"body":"20"},{"speaker":"Mark Wainwright","startTime":700.113,"endTime":700.273,"body":"other"},{"speaker":"Mark Wainwright","startTime":700.273,"endTime":700.843,"body":"companies"},{"speaker":"Mark Wainwright","startTime":701.103,"endTime":701.293,"body":"that"},{"speaker":"Mark Wainwright","startTime":701.293,"endTime":701.463,"body":"want"},{"speaker":"Mark Wainwright","startTime":701.463,"endTime":701.523,"body":"to"},{"speaker":"Mark Wainwright","startTime":701.523,"endTime":701.743,"body":"work"},{"speaker":"Mark Wainwright","startTime":701.743,"endTime":701.943,"body":"with"},{"speaker":"Mark Wainwright","startTime":701.943,"endTime":702.623,"body":"us"},{"speaker":"Mark Wainwright","startTime":702.753,"endTime":702.953,"body":"that"},{"speaker":"Mark Wainwright","startTime":702.963,"endTime":703.153,"body":"do"},{"speaker":"Mark Wainwright","startTime":703.153,"endTime":703.283,"body":"the"},{"speaker":"Mark Wainwright","startTime":703.283,"endTime":703.683,"body":"exact"},{"speaker":"Mark Wainwright","startTime":703.683,"endTime":704.003,"body":"same"},{"speaker":"Mark Wainwright","startTime":704.003,"endTime":704.163,"body":"sort"},{"speaker":"Mark Wainwright","startTime":704.163,"endTime":704.263,"body":"of"},{"speaker":"Mark Wainwright","startTime":704.333,"endTime":704.933,"body":"everything."},{"speaker":"Mark Wainwright","startTime":705.003,"endTime":705.293,"body":"Right?"},{"speaker":"Mark Wainwright","startTime":705.433,"endTime":705.713,"body":"So"},{"speaker":"Mark Wainwright","startTime":706.403,"endTime":706.663,"body":"those"},{"speaker":"Mark Wainwright","startTime":706.663,"endTime":706.733,"body":"are"},{"speaker":"Mark Wainwright","startTime":706.733,"endTime":706.783,"body":"a"},{"speaker":"Mark Wainwright","startTime":706.783,"endTime":707.023,"body":"couple"},{"speaker":"Mark Wainwright","startTime":707.023,"endTime":707.043,"body":"of"},{"speaker":"Mark Wainwright","startTime":707.063,"endTime":707.503,"body":"things."},{"speaker":"Mark Wainwright","startTime":707.557,"endTime":707.81,"body":"kind"},{"speaker":"Mark Wainwright","startTime":707.81,"endTime":708.063,"body":"of"},{"speaker":"Mark Wainwright","startTime":708.063,"endTime":708.317,"body":"speculative,"},{"speaker":"Mark Wainwright","startTime":708.317,"endTime":708.57,"body":"right?"},{"speaker":"Mark Wainwright","startTime":708.57,"endTime":708.823,"body":"So"},{"speaker":"Mark Wainwright","startTime":708.823,"endTime":709.076,"body":"you're"},{"speaker":"Mark Wainwright","startTime":709.076,"endTime":709.33,"body":"going"},{"speaker":"Mark Wainwright","startTime":709.33,"endTime":709.583,"body":"to"},{"speaker":"Mark Wainwright","startTime":709.583,"endTime":709.836,"body":"get"},{"speaker":"Mark Wainwright","startTime":709.836,"endTime":710.09,"body":"some"},{"speaker":"Mark Wainwright","startTime":710.09,"endTime":710.343,"body":"yeses,"},{"speaker":"Mark Wainwright","startTime":710.343,"endTime":710.596,"body":"but"},{"speaker":"Mark Wainwright","startTime":710.596,"endTime":710.85,"body":"you're"},{"speaker":"Mark Wainwright","startTime":710.85,"endTime":711.103,"body":"also"},{"speaker":"Mark Wainwright","startTime":711.103,"endTime":711.356,"body":"going"},{"speaker":"Mark Wainwright","startTime":711.356,"endTime":711.61,"body":"to"},{"speaker":"Mark Wainwright","startTime":711.61,"endTime":711.863,"body":"get"},{"speaker":"Mark Wainwright","startTime":711.863,"endTime":712.116,"body":"some"},{"speaker":"Mark Wainwright","startTime":712.116,"endTime":712.37,"body":"noes."},{"speaker":"Mark Wainwright","startTime":713.07,"endTime":713.23,"body":"Some"},{"speaker":"Mark Wainwright","startTime":713.23,"endTime":713.46,"body":"people"},{"speaker":"Mark Wainwright","startTime":713.46,"endTime":713.71,"body":"don't,"},{"speaker":"Mark Wainwright","startTime":713.81,"endTime":714.06,"body":"like"},{"speaker":"Mark Wainwright","startTime":714.06,"endTime":714.3,"body":"this."},{"speaker":"Mark Wainwright","startTime":714.33,"endTime":714.71,"body":"And,"},{"speaker":"Mark Wainwright","startTime":715.06,"endTime":715.2,"body":"you"},{"speaker":"Mark Wainwright","startTime":715.2,"endTime":715.33,"body":"know,"},{"speaker":"Mark Wainwright","startTime":715.36,"endTime":715.79,"body":"they,"},{"speaker":"Mark Wainwright","startTime":715.8,"endTime":716.01,"body":"they"},{"speaker":"Mark Wainwright","startTime":716.01,"endTime":716.55,"body":"demand"},{"speaker":"Mark Wainwright","startTime":716.55,"endTime":716.71,"body":"that"},{"speaker":"Mark Wainwright","startTime":716.71,"endTime":716.89,"body":"we"},{"speaker":"Mark Wainwright","startTime":716.89,"endTime":717.19,"body":"lean"},{"speaker":"Mark Wainwright","startTime":717.19,"endTime":717.38,"body":"on"},{"speaker":"Mark Wainwright","startTime":717.38,"endTime":717.56,"body":"our"},{"speaker":"Mark Wainwright","startTime":717.56,"endTime":717.99,"body":"existing"},{"speaker":"Mark Wainwright","startTime":717.99,"endTime":718.57,"body":"contacts"},{"speaker":"Mark Wainwright","startTime":718.58,"endTime":718.73,"body":"for"},{"speaker":"Mark Wainwright","startTime":718.73,"endTime":718.89,"body":"their"},{"speaker":"Mark Wainwright","startTime":718.89,"endTime":719.24,"body":"help."},{"speaker":"Mark Wainwright","startTime":719.24,"endTime":719.42,"body":"Right."},{"speaker":"Mark Wainwright","startTime":719.42,"endTime":719.5,"body":"And"},{"speaker":"Mark Wainwright","startTime":719.5,"endTime":719.56,"body":"I"},{"speaker":"Mark Wainwright","startTime":719.56,"endTime":719.88,"body":"mentioned"},{"speaker":"Mark Wainwright","startTime":719.88,"endTime":720.27,"body":"before"},{"speaker":"Mark Wainwright","startTime":720.27,"endTime":720.36,"body":"is"},{"speaker":"Mark Wainwright","startTime":720.36,"endTime":720.49,"body":"that"},{"speaker":"Mark Wainwright","startTime":720.5,"endTime":720.7,"body":"that's"},{"speaker":"Mark Wainwright","startTime":720.7,"endTime":720.79,"body":"one"},{"speaker":"Mark Wainwright","startTime":720.79,"endTime":720.85,"body":"of"},{"speaker":"Mark Wainwright","startTime":720.85,"endTime":720.91,"body":"the"},{"speaker":"Mark Wainwright","startTime":720.91,"endTime":721.11,"body":"reasons"},{"speaker":"Mark Wainwright","startTime":721.11,"endTime":721.22,"body":"why"},{"speaker":"Mark Wainwright","startTime":721.22,"endTime":721.36,"body":"they're"},{"speaker":"Mark Wainwright","startTime":721.36,"endTime":721.83,"body":"wonderful."},{"speaker":"Mark Wainwright","startTime":721.85,"endTime":721.99,"body":"So"},{"speaker":"Mark Wainwright","startTime":721.99,"endTime":722.24,"body":"people"},{"speaker":"Mark Wainwright","startTime":722.24,"endTime":722.35,"body":"out"},{"speaker":"Mark Wainwright","startTime":722.35,"endTime":722.45,"body":"there"},{"speaker":"Mark Wainwright","startTime":722.45,"endTime":722.55,"body":"who"},{"speaker":"Mark Wainwright","startTime":722.55,"endTime":722.76,"body":"want"},{"speaker":"Mark Wainwright","startTime":722.76,"endTime":722.82,"body":"to"},{"speaker":"Mark Wainwright","startTime":722.82,"endTime":723.04,"body":"help"},{"speaker":"Mark Wainwright","startTime":723.04,"endTime":723.28,"body":"us,"},{"speaker":"Mark Wainwright","startTime":723.83,"endTime":724.2,"body":"but"},{"speaker":"Mark Wainwright","startTime":724.24,"endTime":724.46,"body":"one"},{"speaker":"Mark Wainwright","startTime":724.46,"endTime":724.53,"body":"of"},{"speaker":"Mark Wainwright","startTime":724.53,"endTime":724.6,"body":"the"},{"speaker":"Mark Wainwright","startTime":724.6,"endTime":724.87,"body":"hard"},{"speaker":"Mark Wainwright","startTime":724.87,"endTime":725.21,"body":"parts"},{"speaker":"Mark Wainwright","startTime":725.21,"endTime":725.41,"body":"is"},{"speaker":"Mark Wainwright","startTime":725.41,"endTime":725.86,"body":"asking."},{"speaker":"Mark Wainwright","startTime":726.13,"endTime":726.38,"body":"right."},{"speaker":"Mark Wainwright","startTime":726.43,"endTime":726.49,"body":"I"},{"speaker":"Mark Wainwright","startTime":726.49,"endTime":726.52,"body":"don't"},{"speaker":"Mark Wainwright","startTime":726.52,"endTime":726.54,"body":"know."},{"speaker":"Mark Wainwright","startTime":726.98,"endTime":727.29,"body":"Right."},{"speaker":"Mark Wainwright","startTime":727.31,"endTime":727.69,"body":"So,"},{"speaker":"Mark Wainwright","startTime":728.06,"endTime":728.48,"body":"so"},{"speaker":"Mark Wainwright","startTime":728.6,"endTime":728.85,"body":"there's"},{"speaker":"Mark Wainwright","startTime":728.86,"endTime":729.08,"body":"plenty"},{"speaker":"Mark Wainwright","startTime":729.08,"endTime":729.14,"body":"of"},{"speaker":"Mark Wainwright","startTime":729.14,"endTime":729.41,"body":"people"},{"speaker":"Mark Wainwright","startTime":729.41,"endTime":729.59,"body":"out"},{"speaker":"Mark Wainwright","startTime":729.59,"endTime":729.71,"body":"there"},{"speaker":"Mark Wainwright","startTime":729.71,"endTime":729.82,"body":"who"},{"speaker":"Mark Wainwright","startTime":729.82,"endTime":729.97,"body":"want"},{"speaker":"Mark Wainwright","startTime":729.97,"endTime":730.01,"body":"to"},{"speaker":"Mark Wainwright","startTime":730.02,"endTime":730.27,"body":"help"},{"speaker":"Mark Wainwright","startTime":730.27,"endTime":730.47,"body":"you"},{"speaker":"Mark Wainwright","startTime":730.47,"endTime":730.76,"body":"and"},{"speaker":"Mark Wainwright","startTime":730.94,"endTime":731.13,"body":"in"},{"speaker":"Mark Wainwright","startTime":731.13,"endTime":731.55,"body":"focused"},{"speaker":"Mark Wainwright","startTime":731.55,"endTime":732.3,"body":"industries,"},{"speaker":"Mark Wainwright","startTime":732.5,"endTime":732.66,"body":"you"},{"speaker":"Mark Wainwright","startTime":732.66,"endTime":732.84,"body":"just"},{"speaker":"Mark Wainwright","startTime":732.84,"endTime":732.98,"body":"have"},{"speaker":"Mark Wainwright","startTime":732.98,"endTime":733.06,"body":"to"},{"speaker":"Mark Wainwright","startTime":733.06,"endTime":733.36,"body":"ask."},{"speaker":"Mark Wainwright","startTime":733.36,"endTime":733.46,"body":"And"},{"speaker":"Mark Wainwright","startTime":733.47,"endTime":733.81,"body":"sometimes"},{"speaker":"Mark Wainwright","startTime":734.07,"endTime":734.23,"body":"that's"},{"speaker":"Mark Wainwright","startTime":734.23,"endTime":734.6,"body":"hard."},{"speaker":"John Tyreman","startTime":734.786,"endTime":735.116,"body":"seems"},{"speaker":"John Tyreman","startTime":735.116,"endTime":735.316,"body":"like"},{"speaker":"John Tyreman","startTime":735.316,"endTime":735.696,"body":"there's"},{"speaker":"John Tyreman","startTime":735.696,"endTime":736.016,"body":"maybe"},{"speaker":"John Tyreman","startTime":736.016,"endTime":736.246,"body":"some"},{"speaker":"John Tyreman","startTime":736.256,"endTime":736.816,"body":"selfishness."},{"speaker":"John Tyreman","startTime":737.481,"endTime":737.711,"body":"At"},{"speaker":"John Tyreman","startTime":737.711,"endTime":738.081,"body":"play"},{"speaker":"John Tyreman","startTime":738.081,"endTime":738.511,"body":"here"},{"speaker":"John Tyreman","startTime":738.941,"endTime":739.491,"body":"for,"},{"speaker":"John Tyreman","startTime":739.591,"endTime":739.721,"body":"you"},{"speaker":"John Tyreman","startTime":739.721,"endTime":739.881,"body":"know,"},{"speaker":"John Tyreman","startTime":739.891,"endTime":740.111,"body":"we"},{"speaker":"John Tyreman","startTime":740.111,"endTime":740.441,"body":"want"},{"speaker":"John Tyreman","startTime":740.451,"endTime":740.571,"body":"to"},{"speaker":"John Tyreman","startTime":740.571,"endTime":740.851,"body":"do"},{"speaker":"John Tyreman","startTime":740.861,"endTime":740.971,"body":"the"},{"speaker":"John Tyreman","startTime":740.971,"endTime":741.191,"body":"kind"},{"speaker":"John Tyreman","startTime":741.191,"endTime":741.321,"body":"of"},{"speaker":"John Tyreman","startTime":741.321,"endTime":741.521,"body":"work"},{"speaker":"John Tyreman","startTime":741.541,"endTime":741.731,"body":"we"},{"speaker":"John Tyreman","startTime":741.731,"endTime":742.001,"body":"want"},{"speaker":"John Tyreman","startTime":742.011,"endTime":742.101,"body":"to"},{"speaker":"John Tyreman","startTime":742.101,"endTime":742.381,"body":"do."},{"speaker":"John Tyreman","startTime":742.381,"endTime":742.571,"body":"It's"},{"speaker":"John Tyreman","startTime":742.581,"endTime":742.791,"body":"not"},{"speaker":"John Tyreman","startTime":742.791,"endTime":743.041,"body":"very"},{"speaker":"John Tyreman","startTime":743.091,"endTime":743.421,"body":"client"},{"speaker":"John Tyreman","startTime":743.421,"endTime":743.871,"body":"centric"},{"speaker":"John Tyreman","startTime":743.871,"endTime":744.041,"body":"where"},{"speaker":"John Tyreman","startTime":744.041,"endTime":744.281,"body":"it's,"},{"speaker":"John Tyreman","startTime":744.291,"endTime":744.521,"body":"we"},{"speaker":"John Tyreman","startTime":744.521,"endTime":744.751,"body":"do"},{"speaker":"John Tyreman","startTime":744.761,"endTime":745.151,"body":"great"},{"speaker":"John Tyreman","startTime":745.151,"endTime":745.471,"body":"work"},{"speaker":"John Tyreman","startTime":745.481,"endTime":745.591,"body":"in"},{"speaker":"John Tyreman","startTime":745.591,"endTime":745.811,"body":"this"},{"speaker":"John Tyreman","startTime":745.811,"endTime":746.041,"body":"one"},{"speaker":"John Tyreman","startTime":746.041,"endTime":746.651,"body":"industry"},{"speaker":"John Tyreman","startTime":746.651,"endTime":746.791,"body":"and"},{"speaker":"John Tyreman","startTime":746.791,"endTime":746.971,"body":"that's"},{"speaker":"John Tyreman","startTime":746.981,"endTime":747.361,"body":"why"},{"speaker":"John Tyreman","startTime":747.361,"endTime":747.541,"body":"you"},{"speaker":"John Tyreman","startTime":747.541,"endTime":747.821,"body":"should,"},{"speaker":"John Tyreman","startTime":747.871,"endTime":748.201,"body":"hire"},{"speaker":"John Tyreman","startTime":748.201,"endTime":748.511,"body":"us."},{"speaker":"John Tyreman","startTime":749.121,"endTime":749.361,"body":"and"},{"speaker":"John Tyreman","startTime":749.361,"endTime":749.531,"body":"then"},{"speaker":"John Tyreman","startTime":749.531,"endTime":749.771,"body":"it's"},{"speaker":"John Tyreman","startTime":749.851,"endTime":750.011,"body":"a"},{"speaker":"John Tyreman","startTime":750.011,"endTime":750.231,"body":"little"},{"speaker":"John Tyreman","startTime":750.231,"endTime":750.401,"body":"bit"},{"speaker":"John Tyreman","startTime":750.401,"endTime":750.861,"body":"selfish"},{"speaker":"John Tyreman","startTime":750.861,"endTime":751.081,"body":"and"},{"speaker":"John Tyreman","startTime":751.091,"endTime":751.181,"body":"I"},{"speaker":"John Tyreman","startTime":751.181,"endTime":751.381,"body":"don't"},{"speaker":"John Tyreman","startTime":751.381,"endTime":751.531,"body":"want"},{"speaker":"John Tyreman","startTime":751.531,"endTime":751.581,"body":"to"},{"speaker":"John Tyreman","startTime":751.591,"endTime":751.711,"body":"be"},{"speaker":"John Tyreman","startTime":751.711,"endTime":752.071,"body":"put"},{"speaker":"John Tyreman","startTime":752.151,"endTime":752.561,"body":"outside"},{"speaker":"John Tyreman","startTime":752.561,"endTime":752.671,"body":"of"},{"speaker":"John Tyreman","startTime":752.671,"endTime":752.801,"body":"my"},{"speaker":"John Tyreman","startTime":752.801,"endTime":753.221,"body":"comfort"},{"speaker":"John Tyreman","startTime":753.221,"endTime":753.481,"body":"zone"},{"speaker":"John Tyreman","startTime":753.481,"endTime":753.601,"body":"and"},{"speaker":"John Tyreman","startTime":753.611,"endTime":753.881,"body":"have"},{"speaker":"John Tyreman","startTime":753.881,"endTime":754.061,"body":"these"},{"speaker":"John Tyreman","startTime":754.061,"endTime":754.981,"body":"conversations."},{"speaker":"John Tyreman","startTime":755.731,"endTime":756.041,"body":"Right."},{"speaker":"John Tyreman","startTime":756.071,"endTime":756.351,"body":"So"},{"speaker":"John Tyreman","startTime":756.351,"endTime":756.431,"body":"I"},{"speaker":"John Tyreman","startTime":756.431,"endTime":756.631,"body":"think,"},{"speaker":"John Tyreman","startTime":756.631,"endTime":756.681,"body":"I"},{"speaker":"John Tyreman","startTime":756.681,"endTime":756.951,"body":"guess"},{"speaker":"John Tyreman","startTime":756.971,"endTime":757.161,"body":"in"},{"speaker":"John Tyreman","startTime":757.161,"endTime":757.421,"body":"order"},{"speaker":"John Tyreman","startTime":757.421,"endTime":757.721,"body":"to"},{"speaker":"John Tyreman","startTime":757.741,"endTime":758.231,"body":"grow,"},{"speaker":"John Tyreman","startTime":758.231,"endTime":758.431,"body":"you"},{"speaker":"John Tyreman","startTime":758.431,"endTime":758.631,"body":"do"},{"speaker":"John Tyreman","startTime":758.631,"endTime":758.791,"body":"need"},{"speaker":"John Tyreman","startTime":758.791,"endTime":758.881,"body":"to"},{"speaker":"John Tyreman","startTime":758.881,"endTime":759.181,"body":"step"},{"speaker":"John Tyreman","startTime":759.181,"endTime":759.551,"body":"outside"},{"speaker":"John Tyreman","startTime":759.551,"endTime":759.661,"body":"of"},{"speaker":"John Tyreman","startTime":759.661,"endTime":759.831,"body":"that"},{"speaker":"John Tyreman","startTime":759.831,"endTime":760.191,"body":"comfort"},{"speaker":"John Tyreman","startTime":760.191,"endTime":760.501,"body":"zone."},{"speaker":"John Tyreman","startTime":760.501,"endTime":760.921,"body":"So"},{"speaker":"John Tyreman","startTime":761.641,"endTime":761.981,"body":"I"},{"speaker":"John Tyreman","startTime":761.991,"endTime":762.231,"body":"guess"},{"speaker":"John Tyreman","startTime":762.281,"endTime":763.191,"body":"selecting"},{"speaker":"John Tyreman","startTime":763.201,"endTime":763.521,"body":"the"},{"speaker":"John Tyreman","startTime":763.531,"endTime":763.791,"body":"kinds"},{"speaker":"John Tyreman","startTime":763.791,"endTime":763.931,"body":"of"},{"speaker":"John Tyreman","startTime":763.941,"endTime":764.551,"body":"industries"},{"speaker":"John Tyreman","startTime":764.561,"endTime":764.681,"body":"to"},{"speaker":"John Tyreman","startTime":764.681,"endTime":764.931,"body":"go"},{"speaker":"John Tyreman","startTime":764.931,"endTime":765.411,"body":"after,"},{"speaker":"John Tyreman","startTime":765.421,"endTime":765.551,"body":"you"},{"speaker":"John Tyreman","startTime":765.551,"endTime":765.661,"body":"know,"},{"speaker":"John Tyreman","startTime":765.671,"endTime":766.171,"body":"sometimes"},{"speaker":"John Tyreman","startTime":766.171,"endTime":766.311,"body":"that"},{"speaker":"John Tyreman","startTime":766.311,"endTime":766.421,"body":"can"},{"speaker":"John Tyreman","startTime":766.421,"endTime":766.551,"body":"be"},{"speaker":"John Tyreman","startTime":766.551,"endTime":766.901,"body":"super"},{"speaker":"John Tyreman","startTime":766.901,"endTime":767.301,"body":"clear,"},{"speaker":"John Tyreman","startTime":767.331,"endTime":767.551,"body":"like"},{"speaker":"John Tyreman","startTime":767.551,"endTime":767.671,"body":"our"},{"speaker":"John Tyreman","startTime":767.671,"endTime":768.331,"body":"healthcare"},{"speaker":"John Tyreman","startTime":768.361,"endTime":768.941,"body":"example,"},{"speaker":"John Tyreman","startTime":768.941,"endTime":769.071,"body":"you"},{"speaker":"John Tyreman","startTime":769.071,"endTime":769.171,"body":"know,"},{"speaker":"John Tyreman","startTime":769.171,"endTime":769.291,"body":"you"},{"speaker":"John Tyreman","startTime":769.301,"endTime":769.471,"body":"get"},{"speaker":"John Tyreman","startTime":769.471,"endTime":770.001,"body":"referrals"},{"speaker":"John Tyreman","startTime":770.001,"endTime":770.131,"body":"and"},{"speaker":"John Tyreman","startTime":770.131,"endTime":770.231,"body":"you"},{"speaker":"John Tyreman","startTime":770.231,"endTime":770.481,"body":"grow"},{"speaker":"John Tyreman","startTime":770.481,"endTime":770.551,"body":"a"},{"speaker":"John Tyreman","startTime":770.551,"endTime":770.841,"body":"body"},{"speaker":"John Tyreman","startTime":770.841,"endTime":770.941,"body":"of"},{"speaker":"John Tyreman","startTime":770.941,"endTime":771.261,"body":"work,"},{"speaker":"John Tyreman","startTime":771.291,"endTime":771.531,"body":"but"},{"speaker":"John Tyreman","startTime":771.561,"endTime":771.871,"body":"maybe"},{"speaker":"John Tyreman","startTime":771.871,"endTime":772.411,"body":"sometimes"},{"speaker":"John Tyreman","startTime":772.411,"endTime":772.591,"body":"it's"},{"speaker":"John Tyreman","startTime":772.601,"endTime":772.891,"body":"not"},{"speaker":"John Tyreman","startTime":772.891,"endTime":773.051,"body":"as"},{"speaker":"John Tyreman","startTime":774.052,"endTime":774.622,"body":"Which"},{"speaker":"John Tyreman","startTime":774.932,"endTime":775.692,"body":"segment"},{"speaker":"John Tyreman","startTime":775.752,"endTime":775.902,"body":"to"},{"speaker":"John Tyreman","startTime":775.902,"endTime":776.152,"body":"go"},{"speaker":"John Tyreman","startTime":776.152,"endTime":776.542,"body":"after,"},{"speaker":"John Tyreman","startTime":776.542,"endTime":776.752,"body":"or"},{"speaker":"John Tyreman","startTime":776.752,"endTime":777.132,"body":"maybe"},{"speaker":"John Tyreman","startTime":777.132,"endTime":777.402,"body":"there's"},{"speaker":"John Tyreman","startTime":777.412,"endTime":777.882,"body":"multiple"},{"speaker":"John Tyreman","startTime":777.882,"endTime":778.372,"body":"segments"},{"speaker":"John Tyreman","startTime":778.382,"endTime":778.602,"body":"you"},{"speaker":"John Tyreman","startTime":778.652,"endTime":779.042,"body":"could"},{"speaker":"John Tyreman","startTime":779.042,"endTime":779.282,"body":"go"},{"speaker":"John Tyreman","startTime":779.282,"endTime":779.792,"body":"after."},{"speaker":"John Tyreman","startTime":780.062,"endTime":780.252,"body":"So"},{"speaker":"John Tyreman","startTime":780.252,"endTime":780.692,"body":"let's"},{"speaker":"John Tyreman","startTime":780.902,"endTime":781.132,"body":"have"},{"speaker":"John Tyreman","startTime":781.132,"endTime":781.192,"body":"a"},{"speaker":"John Tyreman","startTime":781.192,"endTime":782.012,"body":"conversation,"},{"speaker":"John Tyreman","startTime":782.012,"endTime":782.312,"body":"Mark,"},{"speaker":"John Tyreman","startTime":782.362,"endTime":782.972,"body":"around"},{"speaker":"John Tyreman","startTime":782.982,"endTime":783.292,"body":"how"},{"speaker":"John Tyreman","startTime":783.292,"endTime":783.472,"body":"to"},{"speaker":"John Tyreman","startTime":783.472,"endTime":784.432,"body":"identify"},{"speaker":"John Tyreman","startTime":784.452,"endTime":784.602,"body":"the"},{"speaker":"John Tyreman","startTime":784.602,"endTime":785.082,"body":"segments"},{"speaker":"John Tyreman","startTime":785.082,"endTime":785.202,"body":"to"},{"speaker":"John Tyreman","startTime":785.202,"endTime":785.772,"body":"pursue."},{"speaker":"Mark Wainwright","startTime":786.857,"endTime":787.197,"body":"Well,"},{"speaker":"John Tyreman","startTime":787.262,"endTime":787.322,"body":"do"},{"speaker":"John Tyreman","startTime":787.322,"endTime":787.412,"body":"you"},{"speaker":"Mark Wainwright","startTime":787.447,"endTime":787.877,"body":"is."},{"speaker":"Mark Wainwright","startTime":788.272,"endTime":788.562,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":788.585,"endTime":788.845,"body":"this"},{"speaker":"Mark Wainwright","startTime":788.855,"endTime":789.035,"body":"is"},{"speaker":"Mark Wainwright","startTime":789.035,"endTime":789.605,"body":"where,"},{"speaker":"Mark Wainwright","startTime":790.025,"endTime":790.465,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":790.465,"endTime":790.825,"body":"people"},{"speaker":"Mark Wainwright","startTime":790.825,"endTime":790.975,"body":"who"},{"speaker":"Mark Wainwright","startTime":790.975,"endTime":791.155,"body":"are"},{"speaker":"Mark Wainwright","startTime":791.155,"endTime":791.695,"body":"involved"},{"speaker":"Mark Wainwright","startTime":791.705,"endTime":792.105,"body":"with"},{"speaker":"Mark Wainwright","startTime":792.185,"endTime":792.725,"body":"specific"},{"speaker":"Mark Wainwright","startTime":792.725,"endTime":793.035,"body":"client"},{"speaker":"Mark Wainwright","startTime":793.035,"endTime":793.825,"body":"accounts,"},{"speaker":"Mark Wainwright","startTime":794.625,"endTime":794.895,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":795.035,"endTime":795.195,"body":"in"},{"speaker":"Mark Wainwright","startTime":795.195,"endTime":795.525,"body":"client,"},{"speaker":"Mark Wainwright","startTime":795.575,"endTime":795.905,"body":"service"},{"speaker":"Mark Wainwright","startTime":795.905,"endTime":796.425,"body":"delivery,"},{"speaker":"Mark Wainwright","startTime":796.445,"endTime":796.685,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":796.685,"endTime":796.875,"body":"these"},{"speaker":"Mark Wainwright","startTime":796.875,"endTime":797.125,"body":"doers"},{"speaker":"Mark Wainwright","startTime":797.135,"endTime":797.685,"body":"sellers,"},{"speaker":"Mark Wainwright","startTime":798.325,"endTime":798.685,"body":"these"},{"speaker":"Mark Wainwright","startTime":798.685,"endTime":798.975,"body":"folks"},{"speaker":"Mark Wainwright","startTime":798.975,"endTime":799.265,"body":"really"},{"speaker":"Mark Wainwright","startTime":799.265,"endTime":799.435,"body":"need"},{"speaker":"Mark Wainwright","startTime":799.445,"endTime":799.545,"body":"to"},{"speaker":"Mark Wainwright","startTime":799.545,"endTime":799.845,"body":"start"},{"speaker":"Mark Wainwright","startTime":799.845,"endTime":799.935,"body":"to"},{"speaker":"Mark Wainwright","startTime":799.935,"endTime":800.245,"body":"lean"},{"speaker":"Mark Wainwright","startTime":800.245,"endTime":800.745,"body":"into"},{"speaker":"Mark Wainwright","startTime":800.755,"endTime":801.205,"body":"their"},{"speaker":"Mark Wainwright","startTime":801.225,"endTime":801.655,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":801.675,"endTime":801.955,"body":"team"},{"speaker":"Mark Wainwright","startTime":801.965,"endTime":802.095,"body":"because"},{"speaker":"Mark Wainwright","startTime":802.095,"endTime":802.185,"body":"the"},{"speaker":"Mark Wainwright","startTime":802.185,"endTime":802.605,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":802.625,"endTime":802.965,"body":"team"},{"speaker":"Mark Wainwright","startTime":802.975,"endTime":803.115,"body":"are"},{"speaker":"Mark Wainwright","startTime":803.115,"endTime":803.225,"body":"the"},{"speaker":"Mark Wainwright","startTime":803.225,"endTime":803.585,"body":"folks"},{"speaker":"Mark Wainwright","startTime":803.585,"endTime":803.715,"body":"that"},{"speaker":"Mark Wainwright","startTime":803.715,"endTime":803.775,"body":"are"},{"speaker":"Mark Wainwright","startTime":803.775,"endTime":803.895,"body":"going"},{"speaker":"Mark Wainwright","startTime":803.895,"endTime":803.915,"body":"to"},{"speaker":"Mark Wainwright","startTime":803.925,"endTime":804.135,"body":"have"},{"speaker":"Mark Wainwright","startTime":804.135,"endTime":804.295,"body":"their"},{"speaker":"Mark Wainwright","startTime":804.295,"endTime":804.885,"body":"eyeballs"},{"speaker":"Mark Wainwright","startTime":804.935,"endTime":805.085,"body":"on"},{"speaker":"Mark Wainwright","startTime":805.085,"endTime":805.165,"body":"the"},{"speaker":"Mark Wainwright","startTime":805.165,"endTime":805.685,"body":"horizon"},{"speaker":"Mark Wainwright","startTime":805.685,"endTime":805.695,"body":"a"},{"speaker":"Mark Wainwright","startTime":805.805,"endTime":805.955,"body":"little"},{"speaker":"Mark Wainwright","startTime":805.955,"endTime":806.085,"body":"bit"},{"speaker":"Mark Wainwright","startTime":806.085,"endTime":806.325,"body":"more"},{"speaker":"Mark Wainwright","startTime":806.335,"endTime":806.525,"body":"than"},{"speaker":"Mark Wainwright","startTime":806.525,"endTime":806.825,"body":"others"},{"speaker":"Mark Wainwright","startTime":806.925,"endTime":806.975,"body":"that"},{"speaker":"Mark Wainwright","startTime":806.975,"endTime":807.025,"body":"are"},{"speaker":"Mark Wainwright","startTime":807.025,"endTime":807.265,"body":"doing"},{"speaker":"Mark Wainwright","startTime":807.265,"endTime":807.425,"body":"their"},{"speaker":"Mark Wainwright","startTime":807.425,"endTime":807.775,"body":"work."},{"speaker":"Mark Wainwright","startTime":807.775,"endTime":808.155,"body":"So,"},{"speaker":"Mark Wainwright","startTime":808.415,"endTime":808.585,"body":"this"},{"speaker":"Mark Wainwright","startTime":808.585,"endTime":808.695,"body":"is"},{"speaker":"Mark Wainwright","startTime":808.695,"endTime":808.825,"body":"where"},{"speaker":"Mark Wainwright","startTime":808.825,"endTime":809.005,"body":"this"},{"speaker":"Mark Wainwright","startTime":809.005,"endTime":809.565,"body":"collaboration"},{"speaker":"Mark Wainwright","startTime":809.565,"endTime":809.855,"body":"comes"},{"speaker":"Mark Wainwright","startTime":809.855,"endTime":810.195,"body":"in,"},{"speaker":"Mark Wainwright","startTime":810.225,"endTime":810.495,"body":"in"},{"speaker":"Mark Wainwright","startTime":810.495,"endTime":810.725,"body":"that."},{"speaker":"Mark Wainwright","startTime":810.955,"endTime":811.425,"body":"Hopefully"},{"speaker":"Mark Wainwright","startTime":811.425,"endTime":811.645,"body":"your"},{"speaker":"Mark Wainwright","startTime":811.655,"endTime":812.145,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":812.155,"endTime":812.635,"body":"team"},{"speaker":"Mark Wainwright","startTime":812.775,"endTime":813.005,"body":"has"},{"speaker":"Mark Wainwright","startTime":813.005,"endTime":813.415,"body":"access"},{"speaker":"Mark Wainwright","startTime":813.415,"endTime":813.535,"body":"to"},{"speaker":"Mark Wainwright","startTime":813.535,"endTime":813.885,"body":"market"},{"speaker":"Mark Wainwright","startTime":813.885,"endTime":814.615,"body":"research,"},{"speaker":"Mark Wainwright","startTime":814.865,"endTime":815.195,"body":"knows"},{"speaker":"Mark Wainwright","startTime":815.195,"endTime":815.425,"body":"what's,"},{"speaker":"Mark Wainwright","startTime":815.455,"endTime":816.055,"body":"coming,"},{"speaker":"Mark Wainwright","startTime":816.325,"endTime":817.555,"body":"understands,"},{"speaker":"Mark Wainwright","startTime":817.555,"endTime":817.645,"body":"or,"},{"speaker":"Mark Wainwright","startTime":817.655,"endTime":817.835,"body":"can"},{"speaker":"Mark Wainwright","startTime":817.835,"endTime":817.985,"body":"kind"},{"speaker":"Mark Wainwright","startTime":817.985,"endTime":818.145,"body":"of"},{"speaker":"Mark Wainwright","startTime":818.165,"endTime":818.475,"body":"read"},{"speaker":"Mark Wainwright","startTime":818.475,"endTime":818.575,"body":"the"},{"speaker":"Mark Wainwright","startTime":818.585,"endTime":818.775,"body":"tea"},{"speaker":"Mark Wainwright","startTime":818.775,"endTime":819.125,"body":"leaves"},{"speaker":"Mark Wainwright","startTime":819.125,"endTime":819.215,"body":"or"},{"speaker":"Mark Wainwright","startTime":819.215,"endTime":819.345,"body":"look"},{"speaker":"Mark Wainwright","startTime":819.345,"endTime":819.445,"body":"at"},{"speaker":"Mark Wainwright","startTime":819.445,"endTime":819.535,"body":"the"},{"speaker":"Mark Wainwright","startTime":819.535,"endTime":819.815,"body":"crystal"},{"speaker":"Mark Wainwright","startTime":819.815,"endTime":820.115,"body":"ball"},{"speaker":"Mark Wainwright","startTime":820.115,"endTime":820.185,"body":"or,"},{"speaker":"Mark Wainwright","startTime":820.319,"endTime":820.829,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":820.829,"endTime":820.929,"body":"it"},{"speaker":"Mark Wainwright","startTime":820.929,"endTime":821.289,"body":"is,"},{"speaker":"Mark Wainwright","startTime":821.879,"endTime":822.039,"body":"to"},{"speaker":"Mark Wainwright","startTime":822.039,"endTime":822.539,"body":"really"},{"speaker":"Mark Wainwright","startTime":822.589,"endTime":822.889,"body":"help"},{"speaker":"Mark Wainwright","startTime":822.909,"endTime":823.119,"body":"you"},{"speaker":"Mark Wainwright","startTime":823.119,"endTime":823.669,"body":"determine"},{"speaker":"Mark Wainwright","startTime":823.669,"endTime":823.879,"body":"where"},{"speaker":"Mark Wainwright","startTime":823.879,"endTime":824.039,"body":"to"},{"speaker":"Mark Wainwright","startTime":824.039,"endTime":824.509,"body":"focus"},{"speaker":"Mark Wainwright","startTime":824.509,"endTime":824.819,"body":"because"},{"speaker":"Mark Wainwright","startTime":824.819,"endTime":824.979,"body":"you"},{"speaker":"Mark Wainwright","startTime":825.009,"endTime":825.279,"body":"don't"},{"speaker":"Mark Wainwright","startTime":825.279,"endTime":825.429,"body":"want"},{"speaker":"Mark Wainwright","startTime":825.429,"endTime":825.509,"body":"to"},{"speaker":"Mark Wainwright","startTime":825.509,"endTime":825.949,"body":"focus"},{"speaker":"Mark Wainwright","startTime":825.949,"endTime":826.089,"body":"on"},{"speaker":"Mark Wainwright","startTime":826.089,"endTime":826.159,"body":"a"},{"speaker":"Mark Wainwright","startTime":826.159,"endTime":826.639,"body":"segment,"},{"speaker":"Mark Wainwright","startTime":826.659,"endTime":827.169,"body":"obviously"},{"speaker":"Mark Wainwright","startTime":827.169,"endTime":827.389,"body":"that's"},{"speaker":"Mark Wainwright","startTime":827.399,"endTime":827.719,"body":"not"},{"speaker":"Mark Wainwright","startTime":827.829,"endTime":828.249,"body":"growing,"},{"speaker":"Mark Wainwright","startTime":828.279,"endTime":828.599,"body":"doesn't"},{"speaker":"Mark Wainwright","startTime":828.599,"endTime":828.779,"body":"have"},{"speaker":"Mark Wainwright","startTime":828.779,"endTime":828.819,"body":"a"},{"speaker":"Mark Wainwright","startTime":828.819,"endTime":829.289,"body":"particular"},{"speaker":"Mark Wainwright","startTime":829.289,"endTime":829.659,"body":"need,"},{"speaker":"Mark Wainwright","startTime":829.659,"endTime":829.909,"body":"right."},{"speaker":"Mark Wainwright","startTime":829.909,"endTime":830.179,"body":"Isn't"},{"speaker":"Mark Wainwright","startTime":830.179,"endTime":830.999,"body":"evolving,"},{"speaker":"Mark Wainwright","startTime":831.319,"endTime":831.409,"body":"you"},{"speaker":"Mark Wainwright","startTime":831.409,"endTime":831.489,"body":"know,"},{"speaker":"Mark Wainwright","startTime":831.489,"endTime":831.769,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":831.769,"endTime":831.959,"body":"you"},{"speaker":"Mark Wainwright","startTime":831.959,"endTime":832.179,"body":"did"},{"speaker":"Mark Wainwright","startTime":832.179,"endTime":832.499,"body":"something"},{"speaker":"Mark Wainwright","startTime":832.499,"endTime":833.149,"body":"spectacular"},{"speaker":"Mark Wainwright","startTime":833.149,"endTime":833.289,"body":"for"},{"speaker":"Mark Wainwright","startTime":833.289,"endTime":833.339,"body":"a"},{"speaker":"Mark Wainwright","startTime":833.339,"endTime":833.689,"body":"handful"},{"speaker":"Mark Wainwright","startTime":833.689,"endTime":833.779,"body":"of"},{"speaker":"Mark Wainwright","startTime":833.779,"endTime":834.439,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":834.439,"endTime":834.529,"body":"in"},{"speaker":"Mark Wainwright","startTime":834.529,"endTime":834.689,"body":"that"},{"speaker":"Mark Wainwright","startTime":834.689,"endTime":835.239,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":835.239,"endTime":835.489,"body":"but."},{"speaker":"Mark Wainwright","startTime":835.784,"endTime":836.094,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":836.094,"endTime":836.304,"body":"that"},{"speaker":"Mark Wainwright","startTime":836.304,"endTime":836.524,"body":"need"},{"speaker":"Mark Wainwright","startTime":836.534,"endTime":836.864,"body":"doesn't"},{"speaker":"Mark Wainwright","startTime":836.864,"endTime":837.194,"body":"exist"},{"speaker":"Mark Wainwright","startTime":837.194,"endTime":837.574,"body":"anymore."},{"speaker":"Mark Wainwright","startTime":837.584,"endTime":837.734,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":837.754,"endTime":837.954,"body":"things"},{"speaker":"Mark Wainwright","startTime":837.954,"endTime":838.014,"body":"are"},{"speaker":"Mark Wainwright","startTime":838.014,"endTime":838.474,"body":"changing"},{"speaker":"Mark Wainwright","startTime":838.474,"endTime":838.724,"body":"really"},{"speaker":"Mark Wainwright","startTime":838.724,"endTime":839.164,"body":"quickly."},{"speaker":"Mark Wainwright","startTime":839.164,"endTime":839.534,"body":"So,"},{"speaker":"Mark Wainwright","startTime":839.534,"endTime":839.674,"body":"you"},{"speaker":"Mark Wainwright","startTime":839.674,"endTime":839.834,"body":"need"},{"speaker":"Mark Wainwright","startTime":839.834,"endTime":839.934,"body":"to"},{"speaker":"Mark Wainwright","startTime":839.934,"endTime":840.234,"body":"turn"},{"speaker":"Mark Wainwright","startTime":840.234,"endTime":840.344,"body":"to"},{"speaker":"Mark Wainwright","startTime":840.344,"endTime":840.794,"body":"your,"},{"speaker":"Mark Wainwright","startTime":840.844,"endTime":841.304,"body":"experts"},{"speaker":"Mark Wainwright","startTime":841.304,"endTime":842.004,"body":"internally"},{"speaker":"Mark Wainwright","startTime":842.034,"endTime":842.204,"body":"who"},{"speaker":"Mark Wainwright","startTime":842.214,"endTime":842.604,"body":"should"},{"speaker":"Mark Wainwright","startTime":842.614,"endTime":843.044,"body":"be"},{"speaker":"Mark Wainwright","startTime":843.094,"endTime":843.464,"body":"aware"},{"speaker":"Mark Wainwright","startTime":843.464,"endTime":843.594,"body":"of"},{"speaker":"Mark Wainwright","startTime":843.594,"endTime":843.734,"body":"what's"},{"speaker":"Mark Wainwright","startTime":843.734,"endTime":844.194,"body":"happening"},{"speaker":"Mark Wainwright","startTime":844.194,"endTime":844.354,"body":"out"},{"speaker":"Mark Wainwright","startTime":844.354,"endTime":844.594,"body":"there."},{"speaker":"John Tyreman","startTime":844.929,"endTime":845.129,"body":"It's,"},{"speaker":"John Tyreman","startTime":845.149,"endTime":845.389,"body":"it's"},{"speaker":"John Tyreman","startTime":845.389,"endTime":845.779,"body":"almost"},{"speaker":"John Tyreman","startTime":845.779,"endTime":845.969,"body":"like"},{"speaker":"John Tyreman","startTime":845.969,"endTime":846.149,"body":"you've"},{"speaker":"John Tyreman","startTime":846.149,"endTime":846.309,"body":"got"},{"speaker":"John Tyreman","startTime":846.309,"endTime":846.409,"body":"to"},{"speaker":"John Tyreman","startTime":846.429,"endTime":847.479,"body":"qualify."},{"speaker":"John Tyreman","startTime":847.809,"endTime":848.049,"body":"The"},{"speaker":"John Tyreman","startTime":848.049,"endTime":848.609,"body":"segment,"},{"speaker":"John Tyreman","startTime":849.049,"endTime":849.469,"body":"right."},{"speaker":"John Tyreman","startTime":849.619,"endTime":849.849,"body":"And"},{"speaker":"John Tyreman","startTime":849.849,"endTime":849.959,"body":"you"},{"speaker":"John Tyreman","startTime":849.979,"endTime":850.239,"body":"need"},{"speaker":"John Tyreman","startTime":850.239,"endTime":850.339,"body":"to"},{"speaker":"John Tyreman","startTime":850.339,"endTime":850.569,"body":"do"},{"speaker":"John Tyreman","startTime":850.569,"endTime":850.899,"body":"that"},{"speaker":"John Tyreman","startTime":850.909,"endTime":851.399,"body":"through"},{"speaker":"John Tyreman","startTime":851.439,"endTime":851.549,"body":"a"},{"speaker":"John Tyreman","startTime":851.549,"endTime":852.009,"body":"series"},{"speaker":"John Tyreman","startTime":852.009,"endTime":852.299,"body":"of"},{"speaker":"John Tyreman","startTime":852.539,"endTime":853.739,"body":"conversations"},{"speaker":"John Tyreman","startTime":853.739,"endTime":854.189,"body":"with,"},{"speaker":"John Tyreman","startTime":854.529,"endTime":854.769,"body":"key"},{"speaker":"John Tyreman","startTime":854.769,"endTime":855.239,"body":"players"},{"speaker":"John Tyreman","startTime":855.239,"endTime":855.339,"body":"in"},{"speaker":"John Tyreman","startTime":855.339,"endTime":855.529,"body":"the"},{"speaker":"John Tyreman","startTime":855.529,"endTime":856.149,"body":"industry,"},{"speaker":"John Tyreman","startTime":856.159,"endTime":856.489,"body":"right?"},{"speaker":"John Tyreman","startTime":856.499,"endTime":856.749,"body":"So"},{"speaker":"John Tyreman","startTime":856.759,"endTime":857.059,"body":"you,"},{"speaker":"John Tyreman","startTime":857.129,"endTime":857.459,"body":"maybe"},{"speaker":"John Tyreman","startTime":857.459,"endTime":857.599,"body":"you"},{"speaker":"John Tyreman","startTime":857.599,"endTime":857.829,"body":"go"},{"speaker":"John Tyreman","startTime":857.829,"endTime":858.039,"body":"out"},{"speaker":"John Tyreman","startTime":858.039,"endTime":858.069,"body":"and"},{"speaker":"John Tyreman","startTime":858.079,"endTime":858.229,"body":"you"},{"speaker":"John Tyreman","startTime":858.229,"endTime":858.529,"body":"talk"},{"speaker":"John Tyreman","startTime":858.529,"endTime":858.859,"body":"to,"},{"speaker":"John Tyreman","startTime":859.099,"endTime":859.459,"body":"past"},{"speaker":"John Tyreman","startTime":859.459,"endTime":860.019,"body":"clients"},{"speaker":"John Tyreman","startTime":860.019,"endTime":860.249,"body":"or"},{"speaker":"John Tyreman","startTime":860.249,"endTime":860.729,"body":"existing"},{"speaker":"John Tyreman","startTime":860.729,"endTime":861.419,"body":"prospects,"},{"speaker":"John Tyreman","startTime":861.419,"endTime":861.519,"body":"or"},{"speaker":"John Tyreman","startTime":861.529,"endTime":861.789,"body":"maybe"},{"speaker":"John Tyreman","startTime":861.789,"endTime":861.959,"body":"they're"},{"speaker":"John Tyreman","startTime":861.979,"endTime":862.299,"body":"teaming"},{"speaker":"John Tyreman","startTime":862.329,"endTime":862.819,"body":"partners"},{"speaker":"John Tyreman","startTime":862.829,"endTime":863.199,"body":"within"},{"speaker":"John Tyreman","startTime":863.199,"endTime":863.419,"body":"that"},{"speaker":"John Tyreman","startTime":863.419,"endTime":863.959,"body":"segment."},{"speaker":"John Tyreman","startTime":863.959,"endTime":864.279,"body":"Sorry,"},{"speaker":"John Tyreman","startTime":864.319,"endTime":864.449,"body":"I"},{"speaker":"John Tyreman","startTime":864.469,"endTime":864.659,"body":"said"},{"speaker":"John Tyreman","startTime":864.679,"endTime":865.259,"body":"industry"},{"speaker":"John Tyreman","startTime":865.499,"endTime":866.059,"body":"segment."},{"speaker":"John Tyreman","startTime":866.159,"endTime":866.289,"body":"You"},{"speaker":"John Tyreman","startTime":866.289,"endTime":866.399,"body":"know,"},{"speaker":"John Tyreman","startTime":866.399,"endTime":866.679,"body":"maybe"},{"speaker":"John Tyreman","startTime":866.679,"endTime":867.519,"body":"employees"},{"speaker":"John Tyreman","startTime":867.519,"endTime":867.709,"body":"have"},{"speaker":"John Tyreman","startTime":867.709,"endTime":868.039,"body":"certain"},{"speaker":"John Tyreman","startTime":868.039,"endTime":868.849,"body":"perspective"},{"speaker":"John Tyreman","startTime":868.899,"endTime":869.339,"body":"on"},{"speaker":"John Tyreman","startTime":869.349,"endTime":869.509,"body":"the"},{"speaker":"John Tyreman","startTime":869.509,"endTime":869.949,"body":"segment"},{"speaker":"John Tyreman","startTime":869.949,"endTime":870.079,"body":"that"},{"speaker":"John Tyreman","startTime":870.079,"endTime":870.219,"body":"you're"},{"speaker":"John Tyreman","startTime":870.219,"endTime":870.569,"body":"going"},{"speaker":"John Tyreman","startTime":870.569,"endTime":870.909,"body":"after."},{"speaker":"John Tyreman","startTime":870.909,"endTime":871.039,"body":"And"},{"speaker":"John Tyreman","startTime":871.039,"endTime":871.189,"body":"that's"},{"speaker":"John Tyreman","startTime":871.199,"endTime":871.689,"body":"absolutely"},{"speaker":"John Tyreman","startTime":871.689,"endTime":872.019,"body":"something"},{"speaker":"John Tyreman","startTime":872.019,"endTime":872.119,"body":"that"},{"speaker":"John Tyreman","startTime":872.119,"endTime":872.229,"body":"you"},{"speaker":"John Tyreman","startTime":872.229,"endTime":872.469,"body":"should"},{"speaker":"John Tyreman","startTime":872.609,"endTime":872.829,"body":"take"},{"speaker":"John Tyreman","startTime":872.829,"endTime":873.179,"body":"into"},{"speaker":"John Tyreman","startTime":873.489,"endTime":874.019,"body":"account."},{"speaker":"John Tyreman","startTime":874.579,"endTime":874.739,"body":"and"},{"speaker":"John Tyreman","startTime":874.739,"endTime":874.819,"body":"so"},{"speaker":"John Tyreman","startTime":874.819,"endTime":874.849,"body":"I"},{"speaker":"John Tyreman","startTime":874.849,"endTime":875.089,"body":"think"},{"speaker":"John Tyreman","startTime":875.089,"endTime":875.239,"body":"that"},{"speaker":"John Tyreman","startTime":875.239,"endTime":875.569,"body":"that's"},{"speaker":"John Tyreman","startTime":875.569,"endTime":875.759,"body":"one"},{"speaker":"John Tyreman","startTime":875.759,"endTime":876.049,"body":"place"},{"speaker":"John Tyreman","startTime":876.049,"endTime":876.209,"body":"to"},{"speaker":"John Tyreman","startTime":876.229,"endTime":876.529,"body":"turn"},{"speaker":"John Tyreman","startTime":876.529,"endTime":877.049,"body":"to,"},{"speaker":"John Tyreman","startTime":877.349,"endTime":877.489,"body":"to"},{"speaker":"John Tyreman","startTime":877.489,"endTime":877.639,"body":"kind"},{"speaker":"John Tyreman","startTime":877.639,"endTime":877.739,"body":"of"},{"speaker":"John Tyreman","startTime":877.749,"endTime":878.379,"body":"validate"},{"speaker":"John Tyreman","startTime":878.379,"endTime":878.789,"body":"whether"},{"speaker":"John Tyreman","startTime":878.789,"endTime":878.879,"body":"or"},{"speaker":"John Tyreman","startTime":878.879,"endTime":879.239,"body":"not"},{"speaker":"John Tyreman","startTime":879.249,"endTime":879.489,"body":"that's"},{"speaker":"John Tyreman","startTime":879.489,"endTime":879.559,"body":"a"},{"speaker":"John Tyreman","startTime":879.559,"endTime":879.929,"body":"segment"},{"speaker":"John Tyreman","startTime":879.929,"endTime":880.149,"body":"worth"},{"speaker":"John Tyreman","startTime":880.149,"endTime":880.909,"body":"pursuing."},{"speaker":"John Tyreman","startTime":881.399,"endTime":881.449,"body":"I"},{"speaker":"John Tyreman","startTime":881.469,"endTime":881.659,"body":"think"},{"speaker":"John Tyreman","startTime":881.669,"endTime":881.719,"body":"a"},{"speaker":"John Tyreman","startTime":881.719,"endTime":881.909,"body":"lot"},{"speaker":"John Tyreman","startTime":881.909,"endTime":882.009,"body":"of"},{"speaker":"John Tyreman","startTime":882.009,"endTime":882.129,"body":"it"},{"speaker":"John Tyreman","startTime":882.129,"endTime":882.389,"body":"too,"},{"speaker":"John Tyreman","startTime":882.389,"endTime":882.709,"body":"is"},{"speaker":"John Tyreman","startTime":882.719,"endTime":882.899,"body":"you"},{"speaker":"John Tyreman","startTime":882.899,"endTime":883.089,"body":"need"},{"speaker":"John Tyreman","startTime":883.089,"endTime":883.289,"body":"to"},{"speaker":"John Tyreman","startTime":883.469,"endTime":883.689,"body":"turn"},{"speaker":"John Tyreman","startTime":883.689,"endTime":883.929,"body":"into"},{"speaker":"John Tyreman","startTime":883.929,"endTime":883.999,"body":"a"},{"speaker":"John Tyreman","startTime":883.999,"endTime":884.709,"body":"consumer,"},{"speaker":"John Tyreman","startTime":885.259,"endTime":885.559,"body":"right?"},{"speaker":"John Tyreman","startTime":885.569,"endTime":885.819,"body":"Go"},{"speaker":"John Tyreman","startTime":885.819,"endTime":886.079,"body":"out"},{"speaker":"John Tyreman","startTime":886.109,"endTime":886.469,"body":"and"},{"speaker":"John Tyreman","startTime":886.479,"endTime":886.809,"body":"read"},{"speaker":"John Tyreman","startTime":886.809,"endTime":887.209,"body":"industry"},{"speaker":"John Tyreman","startTime":887.209,"endTime":888.199,"body":"publications,"},{"speaker":"John Tyreman","startTime":888.259,"endTime":888.689,"body":"or"},{"speaker":"John Tyreman","startTime":888.709,"endTime":888.889,"body":"go"},{"speaker":"John Tyreman","startTime":888.889,"endTime":889.079,"body":"out"},{"speaker":"John Tyreman","startTime":889.079,"endTime":889.339,"body":"and"},{"speaker":"John Tyreman","startTime":889.359,"endTime":889.949,"body":"consume"},{"speaker":"John Tyreman","startTime":889.969,"endTime":890.099,"body":"the"},{"speaker":"John Tyreman","startTime":890.099,"endTime":890.389,"body":"top"},{"speaker":"John Tyreman","startTime":890.429,"endTime":891.179,"body":"podcasts"},{"speaker":"John Tyreman","startTime":891.189,"endTime":891.469,"body":"within"},{"speaker":"John Tyreman","startTime":891.469,"endTime":891.579,"body":"the"},{"speaker":"John Tyreman","startTime":891.579,"endTime":892.009,"body":"segment"},{"speaker":"John Tyreman","startTime":892.019,"endTime":892.179,"body":"that"},{"speaker":"John Tyreman","startTime":892.179,"endTime":892.289,"body":"you"},{"speaker":"John Tyreman","startTime":892.289,"endTime":892.519,"body":"want"},{"speaker":"John Tyreman","startTime":892.519,"endTime":892.589,"body":"to"},{"speaker":"John Tyreman","startTime":892.589,"endTime":892.789,"body":"go"},{"speaker":"John Tyreman","startTime":892.789,"endTime":893.269,"body":"after"},{"speaker":"John Tyreman","startTime":893.519,"endTime":893.649,"body":"to"},{"speaker":"John Tyreman","startTime":893.649,"endTime":893.889,"body":"really"},{"speaker":"John Tyreman","startTime":893.889,"endTime":894.459,"body":"understand,"},{"speaker":"John Tyreman","startTime":894.459,"endTime":894.549,"body":"you"},{"speaker":"John Tyreman","startTime":894.549,"endTime":894.729,"body":"know,"},{"speaker":"John Tyreman","startTime":894.829,"endTime":895.059,"body":"is"},{"speaker":"John Tyreman","startTime":895.059,"endTime":895.259,"body":"this"},{"speaker":"John Tyreman","startTime":895.259,"endTime":895.449,"body":"a"},{"speaker":"John Tyreman","startTime":895.539,"endTime":895.829,"body":"pool"},{"speaker":"John Tyreman","startTime":895.829,"endTime":895.959,"body":"that"},{"speaker":"John Tyreman","startTime":895.959,"endTime":896.009,"body":"I"},{"speaker":"John Tyreman","startTime":896.009,"endTime":896.179,"body":"want"},{"speaker":"John Tyreman","startTime":896.179,"endTime":896.249,"body":"to"},{"speaker":"John Tyreman","startTime":896.249,"endTime":896.569,"body":"play"},{"speaker":"John Tyreman","startTime":896.569,"endTime":896.789,"body":"in?"},{"speaker":"John Tyreman","startTime":896.829,"endTime":897.169,"body":"Right."},{"speaker":"Mark Wainwright","startTime":897.209,"endTime":897.439,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":897.439,"endTime":897.699,"body":"And,"},{"speaker":"Mark Wainwright","startTime":897.769,"endTime":898.099,"body":"almost"},{"speaker":"Mark Wainwright","startTime":898.099,"endTime":898.199,"body":"the"},{"speaker":"Mark Wainwright","startTime":898.199,"endTime":898.629,"body":"counter"},{"speaker":"Mark Wainwright","startTime":898.629,"endTime":898.769,"body":"of"},{"speaker":"Mark Wainwright","startTime":898.769,"endTime":899.029,"body":"that"},{"speaker":"Mark Wainwright","startTime":899.029,"endTime":899.219,"body":"is"},{"speaker":"Mark Wainwright","startTime":899.219,"endTime":899.429,"body":"that"},{"speaker":"Mark Wainwright","startTime":899.509,"endTime":900.529,"body":"sometimes"},{"speaker":"Mark Wainwright","startTime":900.799,"endTime":901.299,"body":"areas"},{"speaker":"Mark Wainwright","startTime":901.299,"endTime":901.449,"body":"of"},{"speaker":"Mark Wainwright","startTime":901.449,"endTime":902.129,"body":"focus,"},{"speaker":"Mark Wainwright","startTime":902.139,"endTime":902.449,"body":"these"},{"speaker":"Mark Wainwright","startTime":902.459,"endTime":902.879,"body":"segments,"},{"speaker":"Mark Wainwright","startTime":902.889,"endTime":902.909,"body":"of"},{"speaker":"Mark Wainwright","startTime":902.919,"endTime":903.159,"body":"these"},{"speaker":"Mark Wainwright","startTime":903.169,"endTime":903.409,"body":"things"},{"speaker":"Mark Wainwright","startTime":903.409,"endTime":903.509,"body":"we"},{"speaker":"Mark Wainwright","startTime":903.509,"endTime":903.619,"body":"can"},{"speaker":"Mark Wainwright","startTime":903.619,"endTime":903.829,"body":"draw"},{"speaker":"Mark Wainwright","startTime":903.849,"endTime":903.859,"body":"a"},{"speaker":"Mark Wainwright","startTime":903.859,"endTime":904.029,"body":"big"},{"speaker":"Mark Wainwright","startTime":904.029,"endTime":904.429,"body":"circle"},{"speaker":"Mark Wainwright","startTime":904.429,"endTime":904.929,"body":"around"},{"speaker":"Mark Wainwright","startTime":905.419,"endTime":905.619,"body":"are"},{"speaker":"Mark Wainwright","startTime":905.619,"endTime":906.359,"body":"screamingly"},{"speaker":"Mark Wainwright","startTime":906.359,"endTime":906.809,"body":"obvious"},{"speaker":"Mark Wainwright","startTime":906.809,"endTime":906.997,"body":"and."},{"speaker":"Mark Wainwright","startTime":906.997,"endTime":907.277,"body":"Just"},{"speaker":"Mark Wainwright","startTime":907.277,"endTime":907.657,"body":"staring"},{"speaker":"Mark Wainwright","startTime":907.657,"endTime":907.777,"body":"you"},{"speaker":"Mark Wainwright","startTime":907.777,"endTime":907.847,"body":"in"},{"speaker":"Mark Wainwright","startTime":907.847,"endTime":907.957,"body":"the"},{"speaker":"Mark Wainwright","startTime":907.957,"endTime":908.287,"body":"face"},{"speaker":"Mark Wainwright","startTime":908.287,"endTime":908.407,"body":"and"},{"speaker":"Mark Wainwright","startTime":908.407,"endTime":908.597,"body":"people"},{"speaker":"Mark Wainwright","startTime":908.597,"endTime":908.747,"body":"don't"},{"speaker":"Mark Wainwright","startTime":908.757,"endTime":909.347,"body":"recognize"},{"speaker":"Mark Wainwright","startTime":909.347,"endTime":909.537,"body":"them,"},{"speaker":"Mark Wainwright","startTime":909.877,"endTime":910.077,"body":"and"},{"speaker":"Mark Wainwright","startTime":910.077,"endTime":910.247,"body":"I'll"},{"speaker":"Mark Wainwright","startTime":910.247,"endTime":910.657,"body":"engage"},{"speaker":"Mark Wainwright","startTime":910.657,"endTime":910.797,"body":"some"},{"speaker":"Mark Wainwright","startTime":910.797,"endTime":910.877,"body":"of"},{"speaker":"Mark Wainwright","startTime":910.877,"endTime":911.027,"body":"my"},{"speaker":"Mark Wainwright","startTime":911.027,"endTime":911.327,"body":"clients"},{"speaker":"Mark Wainwright","startTime":911.327,"endTime":911.397,"body":"in"},{"speaker":"Mark Wainwright","startTime":911.397,"endTime":911.547,"body":"these"},{"speaker":"Mark Wainwright","startTime":911.547,"endTime":912.087,"body":"conversations"},{"speaker":"Mark Wainwright","startTime":912.087,"endTime":912.117,"body":"and"},{"speaker":"Mark Wainwright","startTime":912.117,"endTime":912.277,"body":"say,"},{"speaker":"Mark Wainwright","startTime":912.277,"endTime":912.477,"body":"look,"},{"speaker":"Mark Wainwright","startTime":913.097,"endTime":913.287,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":913.287,"endTime":913.767,"body":"sensing"},{"speaker":"Mark Wainwright","startTime":913.767,"endTime":913.967,"body":"there's"},{"speaker":"Mark Wainwright","startTime":913.967,"endTime":914.047,"body":"a"},{"speaker":"Mark Wainwright","startTime":914.047,"endTime":914.547,"body":"handful"},{"speaker":"Mark Wainwright","startTime":914.547,"endTime":914.667,"body":"of"},{"speaker":"Mark Wainwright","startTime":914.687,"endTime":915.227,"body":"connections"},{"speaker":"Mark Wainwright","startTime":915.237,"endTime":915.307,"body":"and"},{"speaker":"Mark Wainwright","startTime":915.307,"endTime":915.427,"body":"you've"},{"speaker":"Mark Wainwright","startTime":915.427,"endTime":915.617,"body":"had"},{"speaker":"Mark Wainwright","startTime":915.617,"endTime":915.807,"body":"some"},{"speaker":"Mark Wainwright","startTime":915.827,"endTime":916.447,"body":"success."},{"speaker":"Mark Wainwright","startTime":916.447,"endTime":916.567,"body":"And"},{"speaker":"Mark Wainwright","startTime":916.567,"endTime":916.687,"body":"it"},{"speaker":"Mark Wainwright","startTime":916.707,"endTime":917.177,"body":"doesn't"},{"speaker":"Mark Wainwright","startTime":917.187,"endTime":917.667,"body":"seem"},{"speaker":"Mark Wainwright","startTime":917.667,"endTime":917.937,"body":"like"},{"speaker":"Mark Wainwright","startTime":917.937,"endTime":918.157,"body":"there's"},{"speaker":"Mark Wainwright","startTime":918.157,"endTime":918.227,"body":"a"},{"speaker":"Mark Wainwright","startTime":918.227,"endTime":918.907,"body":"whole"},{"speaker":"Mark Wainwright","startTime":918.907,"endTime":919.167,"body":"lot"},{"speaker":"Mark Wainwright","startTime":919.167,"endTime":919.307,"body":"of"},{"speaker":"Mark Wainwright","startTime":919.307,"endTime":919.957,"body":"competition"},{"speaker":"Mark Wainwright","startTime":919.957,"endTime":920.037,"body":"in"},{"speaker":"Mark Wainwright","startTime":920.037,"endTime":920.197,"body":"this"},{"speaker":"Mark Wainwright","startTime":920.207,"endTime":920.347,"body":"1"},{"speaker":"Mark Wainwright","startTime":920.347,"endTime":920.797,"body":"particular"},{"speaker":"Mark Wainwright","startTime":920.797,"endTime":921.307,"body":"area."},{"speaker":"Mark Wainwright","startTime":921.887,"endTime":922.037,"body":"And"},{"speaker":"Mark Wainwright","startTime":922.037,"endTime":922.117,"body":"they"},{"speaker":"Mark Wainwright","startTime":922.117,"endTime":922.277,"body":"say,"},{"speaker":"Mark Wainwright","startTime":922.317,"endTime":922.407,"body":"oh,"},{"speaker":"Mark Wainwright","startTime":922.407,"endTime":922.597,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":922.597,"endTime":922.667,"body":"I"},{"speaker":"Mark Wainwright","startTime":922.667,"endTime":922.877,"body":"guess"},{"speaker":"Mark Wainwright","startTime":922.887,"endTime":923.137,"body":"so."},{"speaker":"Mark Wainwright","startTime":923.147,"endTime":923.157,"body":"I"},{"speaker":"Mark Wainwright","startTime":923.207,"endTime":923.477,"body":"guess"},{"speaker":"Mark Wainwright","startTime":923.477,"endTime":923.607,"body":"you're"},{"speaker":"Mark Wainwright","startTime":923.607,"endTime":923.927,"body":"right."},{"speaker":"Mark Wainwright","startTime":924.837,"endTime":925.407,"body":"So,"},{"speaker":"Mark Wainwright","startTime":925.727,"endTime":926.237,"body":"Sometimes"},{"speaker":"Mark Wainwright","startTime":926.237,"endTime":926.367,"body":"it"},{"speaker":"Mark Wainwright","startTime":926.367,"endTime":926.917,"body":"takes"},{"speaker":"Mark Wainwright","startTime":926.997,"endTime":927.197,"body":"sort"},{"speaker":"Mark Wainwright","startTime":927.197,"endTime":927.297,"body":"of"},{"speaker":"Mark Wainwright","startTime":927.297,"endTime":927.527,"body":"just"},{"speaker":"Mark Wainwright","startTime":927.557,"endTime":927.677,"body":"a"},{"speaker":"Mark Wainwright","startTime":927.677,"endTime":927.917,"body":"couple"},{"speaker":"Mark Wainwright","startTime":927.917,"endTime":928.847,"body":"conversations"},{"speaker":"Mark Wainwright","startTime":928.897,"endTime":929.117,"body":"to"},{"speaker":"Mark Wainwright","startTime":929.157,"endTime":929.697,"body":"uncover"},{"speaker":"Mark Wainwright","startTime":929.707,"endTime":929.837,"body":"the"},{"speaker":"Mark Wainwright","startTime":929.837,"endTime":930.387,"body":"screamingly"},{"speaker":"Mark Wainwright","startTime":930.387,"endTime":930.807,"body":"obvious"},{"speaker":"Mark Wainwright","startTime":930.817,"endTime":931.357,"body":"areas"},{"speaker":"Mark Wainwright","startTime":931.397,"endTime":931.687,"body":"of"},{"speaker":"Mark Wainwright","startTime":931.697,"endTime":932.567,"body":"focus."},{"speaker":"Mark Wainwright","startTime":932.837,"endTime":932.957,"body":"You"},{"speaker":"Mark Wainwright","startTime":932.957,"endTime":933.177,"body":"know,"},{"speaker":"Mark Wainwright","startTime":933.177,"endTime":933.729,"body":"I"},{"speaker":"Mark Wainwright","startTime":933.729,"endTime":934.282,"body":"have,"},{"speaker":"Mark Wainwright","startTime":934.401,"endTime":934.961,"body":"client"},{"speaker":"Mark Wainwright","startTime":935.001,"endTime":935.581,"body":"who"},{"speaker":"Mark Wainwright","startTime":935.691,"endTime":936.081,"body":"does"},{"speaker":"Mark Wainwright","startTime":936.081,"endTime":936.311,"body":"some"},{"speaker":"Mark Wainwright","startTime":936.311,"endTime":936.731,"body":"work,"},{"speaker":"Mark Wainwright","startTime":936.991,"endTime":937.171,"body":"in"},{"speaker":"Mark Wainwright","startTime":937.171,"endTime":937.301,"body":"the"},{"speaker":"Mark Wainwright","startTime":937.301,"endTime":937.701,"body":"cyber"},{"speaker":"Mark Wainwright","startTime":937.701,"endTime":938.531,"body":"security"},{"speaker":"Mark Wainwright","startTime":938.941,"endTime":939.661,"body":"world."},{"speaker":"Mark Wainwright","startTime":939.951,"endTime":940.661,"body":"and,"},{"speaker":"Mark Wainwright","startTime":940.721,"endTime":940.971,"body":"there's"},{"speaker":"Mark Wainwright","startTime":940.971,"endTime":941.141,"body":"not"},{"speaker":"Mark Wainwright","startTime":941.141,"endTime":941.211,"body":"a"},{"speaker":"Mark Wainwright","startTime":941.211,"endTime":941.521,"body":"day"},{"speaker":"Mark Wainwright","startTime":941.521,"endTime":941.741,"body":"that"},{"speaker":"Mark Wainwright","startTime":941.751,"endTime":942.061,"body":"goes"},{"speaker":"Mark Wainwright","startTime":942.081,"endTime":942.661,"body":"by."},{"speaker":"Mark Wainwright","startTime":942.956,"endTime":943.266,"body":"That"},{"speaker":"Mark Wainwright","startTime":943.266,"endTime":943.626,"body":"isn't,"},{"speaker":"Mark Wainwright","startTime":943.786,"endTime":944.036,"body":"ripped"},{"speaker":"Mark Wainwright","startTime":944.036,"endTime":944.226,"body":"from"},{"speaker":"Mark Wainwright","startTime":944.226,"endTime":944.296,"body":"the"},{"speaker":"Mark Wainwright","startTime":944.296,"endTime":944.736,"body":"headline"},{"speaker":"Mark Wainwright","startTime":944.736,"endTime":945.126,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":945.136,"endTime":945.256,"body":"It"},{"speaker":"Mark Wainwright","startTime":945.266,"endTime":945.586,"body":"seems"},{"speaker":"Mark Wainwright","startTime":945.586,"endTime":945.836,"body":"like"},{"speaker":"Mark Wainwright","startTime":945.936,"endTime":946.266,"body":"every"},{"speaker":"Mark Wainwright","startTime":946.266,"endTime":946.726,"body":"day,"},{"speaker":"Mark Wainwright","startTime":946.726,"endTime":947.056,"body":"every"},{"speaker":"Mark Wainwright","startTime":947.056,"endTime":947.356,"body":"week,"},{"speaker":"Mark Wainwright","startTime":947.356,"endTime":947.556,"body":"there's"},{"speaker":"Mark Wainwright","startTime":947.556,"endTime":947.986,"body":"something"},{"speaker":"Mark Wainwright","startTime":947.986,"endTime":948.526,"body":"major"},{"speaker":"Mark Wainwright","startTime":948.536,"endTime":949.226,"body":"happening."},{"speaker":"Mark Wainwright","startTime":949.506,"endTime":950.126,"body":"And,"},{"speaker":"Mark Wainwright","startTime":950.126,"endTime":950.286,"body":"there's"},{"speaker":"Mark Wainwright","startTime":950.286,"endTime":950.336,"body":"a"},{"speaker":"Mark Wainwright","startTime":950.336,"endTime":950.466,"body":"lot"},{"speaker":"Mark Wainwright","startTime":950.466,"endTime":950.576,"body":"of"},{"speaker":"Mark Wainwright","startTime":950.576,"endTime":950.996,"body":"activity."},{"speaker":"Mark Wainwright","startTime":950.996,"endTime":951.096,"body":"There's"},{"speaker":"Mark Wainwright","startTime":951.096,"endTime":951.146,"body":"a"},{"speaker":"Mark Wainwright","startTime":951.146,"endTime":951.276,"body":"lot"},{"speaker":"Mark Wainwright","startTime":951.276,"endTime":951.336,"body":"of"},{"speaker":"Mark Wainwright","startTime":951.336,"endTime":951.536,"body":"stuff"},{"speaker":"Mark Wainwright","startTime":951.536,"endTime":951.706,"body":"going"},{"speaker":"Mark Wainwright","startTime":951.706,"endTime":951.846,"body":"on,"},{"speaker":"Mark Wainwright","startTime":951.846,"endTime":952.076,"body":"many"},{"speaker":"Mark Wainwright","startTime":952.086,"endTime":952.696,"body":"challenges."},{"speaker":"Mark Wainwright","startTime":952.696,"endTime":952.736,"body":"And,"},{"speaker":"Mark Wainwright","startTime":952.873,"endTime":952.986,"body":"you"},{"speaker":"Mark Wainwright","startTime":952.986,"endTime":953.066,"body":"know,"},{"speaker":"Mark Wainwright","startTime":953.066,"endTime":953.116,"body":"it"},{"speaker":"Mark Wainwright","startTime":953.126,"endTime":953.446,"body":"happens"},{"speaker":"Mark Wainwright","startTime":953.446,"endTime":953.546,"body":"all"},{"speaker":"Mark Wainwright","startTime":953.546,"endTime":953.606,"body":"the"},{"speaker":"Mark Wainwright","startTime":953.606,"endTime":953.766,"body":"way"},{"speaker":"Mark Wainwright","startTime":953.766,"endTime":954.036,"body":"from,"},{"speaker":"Mark Wainwright","startTime":954.056,"endTime":954.166,"body":"the"},{"speaker":"Mark Wainwright","startTime":954.166,"endTime":954.556,"body":"government"},{"speaker":"Mark Wainwright","startTime":954.556,"endTime":954.876,"body":"level,"},{"speaker":"Mark Wainwright","startTime":954.876,"endTime":954.966,"body":"all"},{"speaker":"Mark Wainwright","startTime":954.966,"endTime":954.986,"body":"the"},{"speaker":"Mark Wainwright","startTime":954.986,"endTime":955.116,"body":"way"},{"speaker":"Mark Wainwright","startTime":955.116,"endTime":955.246,"body":"down"},{"speaker":"Mark Wainwright","startTime":955.246,"endTime":955.306,"body":"to"},{"speaker":"Mark Wainwright","startTime":955.306,"endTime":956.016,"body":"organizational"},{"speaker":"Mark Wainwright","startTime":956.016,"endTime":956.346,"body":"level."},{"speaker":"Mark Wainwright","startTime":956.676,"endTime":956.856,"body":"but"},{"speaker":"Mark Wainwright","startTime":956.856,"endTime":957.406,"body":"also"},{"speaker":"Mark Wainwright","startTime":957.456,"endTime":957.666,"body":"it's"},{"speaker":"Mark Wainwright","startTime":957.666,"endTime":957.966,"body":"hard."},{"speaker":"Mark Wainwright","startTime":958.351,"endTime":958.661,"body":"it's"},{"speaker":"Mark Wainwright","startTime":958.671,"endTime":959.371,"body":"extremely"},{"speaker":"Mark Wainwright","startTime":959.371,"endTime":959.951,"body":"difficult"},{"speaker":"Mark Wainwright","startTime":959.961,"endTime":960.141,"body":"for"},{"speaker":"Mark Wainwright","startTime":960.151,"endTime":960.431,"body":"people"},{"speaker":"Mark Wainwright","startTime":960.431,"endTime":960.501,"body":"in"},{"speaker":"Mark Wainwright","startTime":960.501,"endTime":960.691,"body":"that"},{"speaker":"Mark Wainwright","startTime":960.691,"endTime":961.281,"body":"industry"},{"speaker":"Mark Wainwright","startTime":961.291,"endTime":961.711,"body":"to,"},{"speaker":"Mark Wainwright","startTime":961.821,"endTime":962.051,"body":"to"},{"speaker":"Mark Wainwright","startTime":962.061,"endTime":962.281,"body":"do"},{"speaker":"Mark Wainwright","startTime":962.281,"endTime":962.381,"body":"the"},{"speaker":"Mark Wainwright","startTime":962.381,"endTime":962.551,"body":"work"},{"speaker":"Mark Wainwright","startTime":962.551,"endTime":962.701,"body":"they"},{"speaker":"Mark Wainwright","startTime":962.701,"endTime":963.071,"body":"do"},{"speaker":"Mark Wainwright","startTime":963.071,"endTime":963.351,"body":"and"},{"speaker":"Mark Wainwright","startTime":963.361,"endTime":963.511,"body":"they"},{"speaker":"Mark Wainwright","startTime":963.511,"endTime":963.641,"body":"need"},{"speaker":"Mark Wainwright","startTime":963.641,"endTime":963.731,"body":"all"},{"speaker":"Mark Wainwright","startTime":963.731,"endTime":963.781,"body":"the"},{"speaker":"Mark Wainwright","startTime":963.781,"endTime":963.951,"body":"help"},{"speaker":"Mark Wainwright","startTime":963.951,"endTime":964.061,"body":"they"},{"speaker":"Mark Wainwright","startTime":964.061,"endTime":964.151,"body":"can"},{"speaker":"Mark Wainwright","startTime":964.151,"endTime":964.481,"body":"get."},{"speaker":"Mark Wainwright","startTime":964.891,"endTime":965.461,"body":"So,"},{"speaker":"Mark Wainwright","startTime":965.561,"endTime":965.911,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":965.941,"endTime":966.101,"body":"that"},{"speaker":"Mark Wainwright","startTime":966.101,"endTime":966.231,"body":"was"},{"speaker":"Mark Wainwright","startTime":966.231,"endTime":966.381,"body":"one"},{"speaker":"Mark Wainwright","startTime":966.381,"endTime":966.461,"body":"of"},{"speaker":"Mark Wainwright","startTime":966.461,"endTime":966.761,"body":"my"},{"speaker":"Mark Wainwright","startTime":967.101,"endTime":967.271,"body":"sort"},{"speaker":"Mark Wainwright","startTime":967.271,"endTime":967.371,"body":"of"},{"speaker":"Mark Wainwright","startTime":967.441,"endTime":968.001,"body":"screamingly"},{"speaker":"Mark Wainwright","startTime":968.001,"endTime":968.331,"body":"obvious"},{"speaker":"Mark Wainwright","startTime":968.331,"endTime":969.071,"body":"conversations."},{"speaker":"Mark Wainwright","startTime":969.111,"endTime":969.141,"body":"It's"},{"speaker":"Mark Wainwright","startTime":969.141,"endTime":969.271,"body":"like,"},{"speaker":"Mark Wainwright","startTime":969.271,"endTime":969.401,"body":"wow,"},{"speaker":"Mark Wainwright","startTime":969.401,"endTime":969.561,"body":"you're"},{"speaker":"Mark Wainwright","startTime":969.561,"endTime":969.751,"body":"doing"},{"speaker":"Mark Wainwright","startTime":969.751,"endTime":969.991,"body":"this"},{"speaker":"Mark Wainwright","startTime":970.001,"endTime":970.431,"body":"particular"},{"speaker":"Mark Wainwright","startTime":970.431,"endTime":970.691,"body":"thing"},{"speaker":"Mark Wainwright","startTime":970.691,"endTime":970.851,"body":"with"},{"speaker":"Mark Wainwright","startTime":970.851,"endTime":971.021,"body":"this"},{"speaker":"Mark Wainwright","startTime":971.031,"endTime":971.301,"body":"particular"},{"speaker":"Mark Wainwright","startTime":971.301,"endTime":971.691,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":971.691,"endTime":971.781,"body":"and"},{"speaker":"Mark Wainwright","startTime":971.781,"endTime":971.881,"body":"it"},{"speaker":"Mark Wainwright","startTime":971.901,"endTime":972.111,"body":"seems"},{"speaker":"Mark Wainwright","startTime":972.111,"endTime":972.251,"body":"like"},{"speaker":"Mark Wainwright","startTime":972.251,"endTime":972.471,"body":"there's"},{"speaker":"Mark Wainwright","startTime":972.471,"endTime":972.601,"body":"a,"},{"speaker":"Mark Wainwright","startTime":973.141,"endTime":973.191,"body":"it"},{"speaker":"Mark Wainwright","startTime":973.191,"endTime":973.271,"body":"seems"},{"speaker":"Mark Wainwright","startTime":973.271,"endTime":973.391,"body":"like"},{"speaker":"Mark Wainwright","startTime":973.391,"endTime":973.561,"body":"there's"},{"speaker":"Mark Wainwright","startTime":973.561,"endTime":973.631,"body":"a,"},{"speaker":"Mark Wainwright","startTime":973.641,"endTime":973.871,"body":"they're"},{"speaker":"Mark Wainwright","startTime":973.871,"endTime":974.031,"body":"there."},{"speaker":"Mark Wainwright","startTime":974.031,"endTime":974.161,"body":"And"},{"speaker":"Mark Wainwright","startTime":974.161,"endTime":974.231,"body":"they"},{"speaker":"Mark Wainwright","startTime":974.231,"endTime":974.411,"body":"say,"},{"speaker":"Mark Wainwright","startTime":974.451,"endTime":974.571,"body":"oh"},{"speaker":"Mark Wainwright","startTime":974.571,"endTime":974.831,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":974.981,"endTime":975.061,"body":"I"},{"speaker":"Mark Wainwright","startTime":975.061,"endTime":975.211,"body":"think"},{"speaker":"Mark Wainwright","startTime":975.211,"endTime":975.321,"body":"you're"},{"speaker":"Mark Wainwright","startTime":975.321,"endTime":975.531,"body":"right."},{"speaker":"Mark Wainwright","startTime":975.761,"endTime":975.941,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":976.021,"endTime":976.151,"body":"there"},{"speaker":"Mark Wainwright","startTime":976.161,"endTime":976.291,"body":"might"},{"speaker":"Mark Wainwright","startTime":976.291,"endTime":976.391,"body":"be"},{"speaker":"Mark Wainwright","startTime":976.391,"endTime":976.401,"body":"a,"},{"speaker":"Mark Wainwright","startTime":976.401,"endTime":976.581,"body":"they're"},{"speaker":"Mark Wainwright","startTime":976.581,"endTime":976.731,"body":"there."},{"speaker":"John Tyreman","startTime":977.116,"endTime":977.136,"body":"So"},{"speaker":"John Tyreman","startTime":977.146,"endTime":977.556,"body":"maybe"},{"speaker":"John Tyreman","startTime":977.696,"endTime":978.016,"body":"folks"},{"speaker":"John Tyreman","startTime":978.016,"endTime":978.146,"body":"could"},{"speaker":"John Tyreman","startTime":978.146,"endTime":978.256,"body":"just"},{"speaker":"John Tyreman","startTime":978.286,"endTime":978.486,"body":"get"},{"speaker":"John Tyreman","startTime":978.486,"endTime":978.716,"body":"caught"},{"speaker":"John Tyreman","startTime":978.716,"endTime":978.896,"body":"up"},{"speaker":"John Tyreman","startTime":978.906,"endTime":979.246,"body":"there"},{"speaker":"John Tyreman","startTime":979.306,"endTime":979.526,"body":"or"},{"speaker":"John Tyreman","startTime":979.666,"endTime":979.866,"body":"in"},{"speaker":"John Tyreman","startTime":979.886,"endTime":980.156,"body":"tunnel"},{"speaker":"John Tyreman","startTime":980.156,"endTime":980.606,"body":"vision"},{"speaker":"John Tyreman","startTime":980.606,"endTime":980.796,"body":"or"},{"speaker":"John Tyreman","startTime":980.796,"endTime":981.186,"body":"like"},{"speaker":"John Tyreman","startTime":981.226,"endTime":981.766,"body":"within"},{"speaker":"John Tyreman","startTime":981.766,"endTime":981.936,"body":"their"},{"speaker":"John Tyreman","startTime":981.936,"endTime":982.206,"body":"own"},{"speaker":"John Tyreman","startTime":982.216,"endTime":982.496,"body":"little"},{"speaker":"John Tyreman","startTime":982.496,"endTime":982.756,"body":"echo"},{"speaker":"John Tyreman","startTime":982.756,"endTime":983.326,"body":"chambers"},{"speaker":"John Tyreman","startTime":983.326,"endTime":983.456,"body":"and"},{"speaker":"John Tyreman","startTime":983.456,"endTime":983.536,"body":"they"},{"speaker":"John Tyreman","startTime":983.536,"endTime":983.726,"body":"don't"},{"speaker":"John Tyreman","startTime":983.726,"endTime":983.986,"body":"really"},{"speaker":"John Tyreman","startTime":983.986,"endTime":984.556,"body":"understand,"},{"speaker":"John Tyreman","startTime":984.556,"endTime":984.636,"body":"you"},{"speaker":"John Tyreman","startTime":984.636,"endTime":984.776,"body":"know,"},{"speaker":"John Tyreman","startTime":984.796,"endTime":984.916,"body":"they"},{"speaker":"John Tyreman","startTime":984.916,"endTime":985.086,"body":"don't"},{"speaker":"John Tyreman","startTime":985.086,"endTime":985.296,"body":"see"},{"speaker":"John Tyreman","startTime":985.296,"endTime":985.426,"body":"the"},{"speaker":"John Tyreman","startTime":985.426,"endTime":986.086,"body":"opportunity."},{"speaker":"John Tyreman","startTime":986.256,"endTime":986.356,"body":"I"},{"speaker":"John Tyreman","startTime":986.356,"endTime":986.556,"body":"guess"},{"speaker":"John Tyreman","startTime":986.556,"endTime":986.756,"body":"that's"},{"speaker":"John Tyreman","startTime":986.766,"endTime":986.936,"body":"one"},{"speaker":"John Tyreman","startTime":986.936,"endTime":987.026,"body":"of"},{"speaker":"John Tyreman","startTime":987.026,"endTime":987.106,"body":"the"},{"speaker":"John Tyreman","startTime":987.106,"endTime":987.716,"body":"values"},{"speaker":"John Tyreman","startTime":987.726,"endTime":987.906,"body":"of"},{"speaker":"John Tyreman","startTime":987.906,"endTime":988.276,"body":"bringing"},{"speaker":"John Tyreman","startTime":988.276,"endTime":988.536,"body":"in"},{"speaker":"John Tyreman","startTime":988.796,"endTime":989.236,"body":"outside"},{"speaker":"John Tyreman","startTime":989.236,"endTime":989.816,"body":"perspective,"},{"speaker":"John Tyreman","startTime":989.826,"endTime":990.076,"body":"fresh"},{"speaker":"John Tyreman","startTime":990.076,"endTime":990.656,"body":"perspective"},{"speaker":"John Tyreman","startTime":990.656,"endTime":991.106,"body":"into"},{"speaker":"John Tyreman","startTime":991.236,"endTime":991.406,"body":"kind"},{"speaker":"John Tyreman","startTime":991.406,"endTime":991.496,"body":"of"},{"speaker":"John Tyreman","startTime":991.496,"endTime":991.696,"body":"like"},{"speaker":"John Tyreman","startTime":991.696,"endTime":991.956,"body":"say,"},{"speaker":"John Tyreman","startTime":991.956,"endTime":992.176,"body":"Hey,"},{"speaker":"John Tyreman","startTime":992.226,"endTime":992.376,"body":"you"},{"speaker":"John Tyreman","startTime":992.376,"endTime":992.546,"body":"could"},{"speaker":"John Tyreman","startTime":992.546,"endTime":992.616,"body":"be"},{"speaker":"John Tyreman","startTime":992.616,"endTime":992.886,"body":"doing"},{"speaker":"John Tyreman","startTime":992.926,"endTime":993.106,"body":"X,"},{"speaker":"John Tyreman","startTime":993.126,"endTime":993.306,"body":"Y,"},{"speaker":"John Tyreman","startTime":993.306,"endTime":993.396,"body":"and"},{"speaker":"John Tyreman","startTime":993.396,"endTime":993.626,"body":"Z."},{"speaker":"John Tyreman","startTime":993.626,"endTime":993.736,"body":"And"},{"speaker":"John Tyreman","startTime":993.736,"endTime":993.816,"body":"you're"},{"speaker":"John Tyreman","startTime":993.816,"endTime":994.176,"body":"not."},{"speaker":"John Tyreman","startTime":994.176,"endTime":994.186,"body":"I"},{"speaker":"John Tyreman","startTime":995.976,"endTime":996.186,"body":"guess"},{"speaker":"John Tyreman","startTime":996.186,"endTime":996.326,"body":"some"},{"speaker":"John Tyreman","startTime":996.326,"endTime":996.656,"body":"other,"},{"speaker":"John Tyreman","startTime":996.726,"endTime":996.946,"body":"other"},{"speaker":"John Tyreman","startTime":996.946,"endTime":997.186,"body":"ways"},{"speaker":"John Tyreman","startTime":997.196,"endTime":997.276,"body":"that"},{"speaker":"John Tyreman","startTime":997.276,"endTime":997.376,"body":"you"},{"speaker":"John Tyreman","startTime":997.376,"endTime":997.516,"body":"could"},{"speaker":"John Tyreman","startTime":997.516,"endTime":997.636,"body":"go"},{"speaker":"John Tyreman","startTime":997.636,"endTime":998.026,"body":"about"},{"speaker":"John Tyreman","startTime":998.136,"endTime":998.836,"body":"identifying"},{"speaker":"John Tyreman","startTime":998.836,"endTime":998.996,"body":"and"},{"speaker":"John Tyreman","startTime":999.006,"endTime":999.766,"body":"prioritizing"},{"speaker":"John Tyreman","startTime":999.766,"endTime":999.916,"body":"some"},{"speaker":"John Tyreman","startTime":999.926,"endTime":999.946,"body":"of"},{"speaker":"John Tyreman","startTime":999.946,"endTime":1000.106,"body":"those"},{"speaker":"John Tyreman","startTime":1000.106,"endTime":1000.716,"body":"segments."},{"speaker":"John Tyreman","startTime":1000.726,"endTime":1000.736,"body":"I"},{"speaker":"John Tyreman","startTime":1000.876,"endTime":1001.076,"body":"mean,"},{"speaker":"John Tyreman","startTime":1001.086,"endTime":1001.506,"body":"obviously"},{"speaker":"John Tyreman","startTime":1001.506,"endTime":1001.716,"body":"like"},{"speaker":"John Tyreman","startTime":1001.716,"endTime":1002.106,"body":"revenue"},{"speaker":"John Tyreman","startTime":1002.106,"endTime":1002.926,"body":"analysis"},{"speaker":"John Tyreman","startTime":1003.036,"endTime":1003.306,"body":"comes"},{"speaker":"John Tyreman","startTime":1003.306,"endTime":1003.406,"body":"to"},{"speaker":"John Tyreman","startTime":1003.406,"endTime":1003.916,"body":"mind,"},{"speaker":"John Tyreman","startTime":1004.136,"endTime":1004.376,"body":"not"},{"speaker":"John Tyreman","startTime":1004.376,"endTime":1004.646,"body":"just"},{"speaker":"John Tyreman","startTime":1004.656,"endTime":1004.906,"body":"like"},{"speaker":"John Tyreman","startTime":1004.916,"endTime":1005.216,"body":"looking"},{"speaker":"John Tyreman","startTime":1005.216,"endTime":1005.486,"body":"through,"},{"speaker":"John Tyreman","startTime":1005.486,"endTime":1005.806,"body":"okay,"},{"speaker":"John Tyreman","startTime":1005.806,"endTime":1006.126,"body":"well,"},{"speaker":"John Tyreman","startTime":1006.346,"endTime":1006.706,"body":"let's"},{"speaker":"John Tyreman","startTime":1006.716,"endTime":1007.156,"body":"filter"},{"speaker":"John Tyreman","startTime":1007.156,"endTime":1007.456,"body":"by"},{"speaker":"John Tyreman","startTime":1007.476,"endTime":1007.726,"body":"just"},{"speaker":"John Tyreman","startTime":1007.736,"endTime":1007.926,"body":"all"},{"speaker":"John Tyreman","startTime":1007.926,"endTime":1008.036,"body":"of"},{"speaker":"John Tyreman","startTime":1008.036,"endTime":1008.136,"body":"our"},{"speaker":"John Tyreman","startTime":1008.136,"endTime":1008.536,"body":"healthcare"},{"speaker":"John Tyreman","startTime":1008.536,"endTime":1009.096,"body":"clients,"},{"speaker":"John Tyreman","startTime":1009.426,"endTime":1009.566,"body":"but"},{"speaker":"John Tyreman","startTime":1009.566,"endTime":1009.636,"body":"I"},{"speaker":"John Tyreman","startTime":1009.636,"endTime":1009.926,"body":"would,"},{"speaker":"John Tyreman","startTime":1009.986,"endTime":1010.586,"body":"recommend"},{"speaker":"John Tyreman","startTime":1010.586,"endTime":1010.766,"body":"is"},{"speaker":"John Tyreman","startTime":1010.766,"endTime":1011.126,"body":"folks"},{"speaker":"John Tyreman","startTime":1011.146,"endTime":1011.356,"body":"take"},{"speaker":"John Tyreman","startTime":1011.356,"endTime":1011.406,"body":"a"},{"speaker":"John Tyreman","startTime":1011.406,"endTime":1011.646,"body":"look"},{"speaker":"John Tyreman","startTime":1011.646,"endTime":1011.936,"body":"at"},{"speaker":"John Tyreman","startTime":1012.396,"endTime":1012.616,"body":"what"},{"speaker":"John Tyreman","startTime":1012.616,"endTime":1012.756,"body":"are,"},{"speaker":"John Tyreman","startTime":1012.756,"endTime":1012.976,"body":"are"},{"speaker":"John Tyreman","startTime":1013.186,"endTime":1013.276,"body":"the"},{"speaker":"John Tyreman","startTime":1013.276,"endTime":1013.516,"body":"best"},{"speaker":"John Tyreman","startTime":1013.516,"endTime":1014.056,"body":"performing"},{"speaker":"John Tyreman","startTime":1014.086,"endTime":1014.606,"body":"clients"},{"speaker":"John Tyreman","startTime":1014.726,"endTime":1014.876,"body":"or"},{"speaker":"John Tyreman","startTime":1014.876,"endTime":1015.076,"body":"what"},{"speaker":"John Tyreman","startTime":1015.076,"endTime":1015.146,"body":"are"},{"speaker":"John Tyreman","startTime":1015.146,"endTime":1015.226,"body":"the"},{"speaker":"John Tyreman","startTime":1015.226,"endTime":1015.556,"body":"clients"},{"speaker":"John Tyreman","startTime":1015.556,"endTime":1015.646,"body":"that"},{"speaker":"John Tyreman","startTime":1015.646,"endTime":1016.046,"body":"represent"},{"speaker":"John Tyreman","startTime":1016.046,"endTime":1016.126,"body":"the"},{"speaker":"John Tyreman","startTime":1016.126,"endTime":1016.646,"body":"highest"},{"speaker":"John Tyreman","startTime":1016.806,"endTime":1017.206,"body":"revenue"},{"speaker":"John Tyreman","startTime":1017.206,"endTime":1017.876,"body":"potential"},{"speaker":"John Tyreman","startTime":1018.276,"endTime":1018.696,"body":"and"},{"speaker":"John Tyreman","startTime":1018.776,"endTime":1019.036,"body":"what"},{"speaker":"John Tyreman","startTime":1019.036,"endTime":1019.116,"body":"are"},{"speaker":"John Tyreman","startTime":1019.116,"endTime":1019.196,"body":"the"},{"speaker":"John Tyreman","startTime":1019.196,"endTime":1019.516,"body":"common"},{"speaker":"John Tyreman","startTime":1019.516,"endTime":1020.336,"body":"characteristics?"},{"speaker":"John Tyreman","startTime":1020.366,"endTime":1020.596,"body":"Maybe"},{"speaker":"John Tyreman","startTime":1020.596,"endTime":1020.706,"body":"it's"},{"speaker":"John Tyreman","startTime":1020.716,"endTime":1020.926,"body":"not"},{"speaker":"John Tyreman","startTime":1020.926,"endTime":1021.506,"body":"industry."},{"speaker":"John Tyreman","startTime":1021.731,"endTime":1022.041,"body":"maybe"},{"speaker":"John Tyreman","startTime":1022.041,"endTime":1022.161,"body":"it's"},{"speaker":"John Tyreman","startTime":1022.161,"endTime":1022.461,"body":"something"},{"speaker":"John Tyreman","startTime":1022.461,"endTime":1022.911,"body":"completely"},{"speaker":"John Tyreman","startTime":1022.911,"endTime":1023.221,"body":"different."},{"speaker":"John Tyreman","startTime":1023.221,"endTime":1023.431,"body":"Maybe"},{"speaker":"John Tyreman","startTime":1023.431,"endTime":1023.571,"body":"it's"},{"speaker":"John Tyreman","startTime":1023.571,"endTime":1024.191,"body":"size"},{"speaker":"John Tyreman","startTime":1024.211,"endTime":1024.361,"body":"or"},{"speaker":"John Tyreman","startTime":1024.401,"endTime":1024.681,"body":"maybe"},{"speaker":"John Tyreman","startTime":1024.681,"endTime":1024.931,"body":"there's"},{"speaker":"John Tyreman","startTime":1024.931,"endTime":1025.141,"body":"key"},{"speaker":"John Tyreman","startTime":1025.141,"endTime":1026.261,"body":"relationships,"},{"speaker":"John Tyreman","startTime":1026.591,"endTime":1026.691,"body":"the"},{"speaker":"John Tyreman","startTime":1026.691,"endTime":1026.921,"body":"point"},{"speaker":"John Tyreman","startTime":1026.921,"endTime":1026.971,"body":"of"},{"speaker":"John Tyreman","startTime":1026.971,"endTime":1027.441,"body":"contact"},{"speaker":"John Tyreman","startTime":1027.441,"endTime":1027.591,"body":"that"},{"speaker":"John Tyreman","startTime":1027.591,"endTime":1027.721,"body":"you're"},{"speaker":"John Tyreman","startTime":1027.721,"endTime":1028.061,"body":"working"},{"speaker":"John Tyreman","startTime":1028.061,"endTime":1028.351,"body":"with."},{"speaker":"John Tyreman","startTime":1028.381,"endTime":1028.581,"body":"So"},{"speaker":"John Tyreman","startTime":1028.591,"endTime":1028.731,"body":"there"},{"speaker":"John Tyreman","startTime":1028.731,"endTime":1028.821,"body":"could"},{"speaker":"John Tyreman","startTime":1028.831,"endTime":1028.931,"body":"be"},{"speaker":"John Tyreman","startTime":1028.931,"endTime":1028.971,"body":"a"},{"speaker":"John Tyreman","startTime":1028.971,"endTime":1029.251,"body":"number"},{"speaker":"John Tyreman","startTime":1029.251,"endTime":1029.321,"body":"of"},{"speaker":"John Tyreman","startTime":1029.321,"endTime":1029.611,"body":"different"},{"speaker":"John Tyreman","startTime":1029.611,"endTime":1030.071,"body":"factors,"},{"speaker":"John Tyreman","startTime":1030.071,"endTime":1030.191,"body":"but"},{"speaker":"John Tyreman","startTime":1030.191,"endTime":1030.251,"body":"I"},{"speaker":"John Tyreman","startTime":1030.261,"endTime":1030.441,"body":"think"},{"speaker":"John Tyreman","startTime":1030.441,"endTime":1030.721,"body":"that's"},{"speaker":"John Tyreman","startTime":1030.781,"endTime":1031.161,"body":"one"},{"speaker":"John Tyreman","startTime":1031.161,"endTime":1031.421,"body":"way"},{"speaker":"John Tyreman","startTime":1031.421,"endTime":1031.651,"body":"that"},{"speaker":"John Tyreman","startTime":1031.651,"endTime":1031.931,"body":"folks"},{"speaker":"John Tyreman","startTime":1031.941,"endTime":1032.131,"body":"can"},{"speaker":"John Tyreman","startTime":1032.131,"endTime":1032.471,"body":"really."},{"speaker":"John Tyreman","startTime":1032.996,"endTime":1033.536,"body":"Identify"},{"speaker":"John Tyreman","startTime":1033.536,"endTime":1033.736,"body":"which"},{"speaker":"John Tyreman","startTime":1033.736,"endTime":1034.086,"body":"segments"},{"speaker":"John Tyreman","startTime":1034.086,"endTime":1034.186,"body":"to"},{"speaker":"John Tyreman","startTime":1034.186,"endTime":1034.676,"body":"pursue."},{"speaker":"Mark Wainwright","startTime":1034.841,"endTime":1035.151,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1035.241,"endTime":1035.511,"body":"Good."},{"speaker":"Mark Wainwright","startTime":1036.266,"endTime":1036.586,"body":"You're"},{"speaker":"Mark Wainwright","startTime":1036.586,"endTime":1036.996,"body":"listening"},{"speaker":"Mark Wainwright","startTime":1036.996,"endTime":1037.126,"body":"to"},{"speaker":"Mark Wainwright","startTime":1037.126,"endTime":1037.516,"body":"breaking"},{"speaker":"Mark Wainwright","startTime":1037.516,"endTime":1037.746,"body":"biz"},{"speaker":"Mark Wainwright","startTime":1037.746,"endTime":1038.096,"body":"dev"},{"speaker":"John Tyreman","startTime":1038.263,"endTime":1038.393,"body":"the"},{"speaker":"John Tyreman","startTime":1038.393,"endTime":1038.873,"body":"podcast"},{"speaker":"John Tyreman","startTime":1038.893,"endTime":1039.103,"body":"that"},{"speaker":"John Tyreman","startTime":1039.133,"endTime":1039.453,"body":"beats"},{"speaker":"John Tyreman","startTime":1039.453,"endTime":1039.733,"body":"up,"},{"speaker":"John Tyreman","startTime":1039.743,"endTime":1040.113,"body":"breaks"},{"speaker":"John Tyreman","startTime":1040.113,"endTime":1040.423,"body":"down,"},{"speaker":"John Tyreman","startTime":1040.423,"endTime":1040.533,"body":"and"},{"speaker":"John Tyreman","startTime":1040.533,"endTime":1041.233,"body":"redefines"},{"speaker":"John Tyreman","startTime":1041.253,"endTime":1041.683,"body":"business"},{"speaker":"John Tyreman","startTime":1041.683,"endTime":1042.353,"body":"development"},{"speaker":"John Tyreman","startTime":1042.426,"endTime":1042.556,"body":"for"},{"speaker":"John Tyreman","startTime":1042.556,"endTime":1042.636,"body":"the"},{"speaker":"John Tyreman","startTime":1042.636,"endTime":1043.186,"body":"professional"},{"speaker":"John Tyreman","startTime":1043.186,"endTime":1043.696,"body":"services"},{"speaker":"John Tyreman","startTime":1043.696,"endTime":1044.006,"body":"firms"},{"speaker":"John Tyreman","startTime":1044.006,"endTime":1044.156,"body":"of"},{"speaker":"John Tyreman","startTime":1044.156,"endTime":1044.636,"body":"tomorrow."},{"speaker":"John Tyreman","startTime":1044.765,"endTime":1045.045,"body":"Your"},{"speaker":"John Tyreman","startTime":1045.045,"endTime":1045.445,"body":"hosts"},{"speaker":"John Tyreman","startTime":1045.445,"endTime":1045.535,"body":"are"},{"speaker":"John Tyreman","startTime":1045.545,"endTime":1045.855,"body":"John"},{"speaker":"John Tyreman","startTime":1045.855,"endTime":1046.385,"body":"Tyerman,"},{"speaker":"John Tyreman","startTime":1046.465,"endTime":1046.945,"body":"founder"},{"speaker":"John Tyreman","startTime":1046.955,"endTime":1047.105,"body":"of"},{"speaker":"John Tyreman","startTime":1047.105,"endTime":1047.345,"body":"Red"},{"speaker":"John Tyreman","startTime":1047.345,"endTime":1047.635,"body":"Cedar"},{"speaker":"John Tyreman","startTime":1047.635,"endTime":1048.175,"body":"Marketing,"},{"speaker":"John Tyreman","startTime":1048.255,"endTime":1048.445,"body":"the"},{"speaker":"John Tyreman","startTime":1048.445,"endTime":1049.035,"body":"podcast"},{"speaker":"John Tyreman","startTime":1049.065,"endTime":1049.465,"body":"marketing"},{"speaker":"John Tyreman","startTime":1049.465,"endTime":1049.835,"body":"company"},{"speaker":"John Tyreman","startTime":1049.835,"endTime":1049.995,"body":"for"},{"speaker":"John Tyreman","startTime":1050.055,"endTime":1050.515,"body":"experts"},{"speaker":"John Tyreman","startTime":1050.545,"endTime":1050.865,"body":"and"},{"speaker":"John Tyreman","startTime":1050.865,"endTime":1051.395,"body":"professional"},{"speaker":"John Tyreman","startTime":1051.395,"endTime":1051.875,"body":"services"},{"speaker":"John Tyreman","startTime":1051.875,"endTime":1052.305,"body":"firms,"},{"speaker":"Mark Wainwright","startTime":1052.523,"endTime":1052.763,"body":"And"},{"speaker":"Mark Wainwright","startTime":1052.763,"endTime":1053.063,"body":"Mark"},{"speaker":"Mark Wainwright","startTime":1053.063,"endTime":1053.653,"body":"Wainwright,"},{"speaker":"Mark Wainwright","startTime":1053.834,"endTime":1054.244,"body":"principal"},{"speaker":"Mark Wainwright","startTime":1054.244,"endTime":1054.974,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":1055.094,"endTime":1055.354,"body":"and"},{"speaker":"Mark Wainwright","startTime":1055.354,"endTime":1055.774,"body":"founder"},{"speaker":"Mark Wainwright","startTime":1055.784,"endTime":1055.964,"body":"of"},{"speaker":"Mark Wainwright","startTime":1055.964,"endTime":1056.444,"body":"Wainwright"},{"speaker":"Mark Wainwright","startTime":1056.484,"endTime":1057.074,"body":"Insight,"},{"speaker":"Mark Wainwright","startTime":1057.344,"endTime":1057.484,"body":"the"},{"speaker":"Mark Wainwright","startTime":1057.484,"endTime":1058.004,"body":"fractional"},{"speaker":"Mark Wainwright","startTime":1058.004,"endTime":1058.344,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1058.344,"endTime":1058.894,"body":"manager"},{"speaker":"Mark Wainwright","startTime":1058.924,"endTime":1059.204,"body":"and"},{"speaker":"Mark Wainwright","startTime":1059.204,"endTime":1059.584,"body":"sales"},{"speaker":"Mark Wainwright","startTime":1059.584,"endTime":1060.174,"body":"consultant"},{"speaker":"Mark Wainwright","startTime":1060.315,"endTime":1060.465,"body":"to"},{"speaker":"Mark Wainwright","startTime":1060.465,"endTime":1061.025,"body":"professional"},{"speaker":"Mark Wainwright","startTime":1061.025,"endTime":1061.555,"body":"services"},{"speaker":"Mark Wainwright","startTime":1061.555,"endTime":1062.055,"body":"firms."},{"speaker":"John Tyreman","startTime":1062.337,"endTime":1062.457,"body":"If"},{"speaker":"John Tyreman","startTime":1062.467,"endTime":1062.587,"body":"you"},{"speaker":"John Tyreman","startTime":1062.587,"endTime":1062.847,"body":"find"},{"speaker":"John Tyreman","startTime":1062.847,"endTime":1062.977,"body":"this"},{"speaker":"John Tyreman","startTime":1062.987,"endTime":1063.457,"body":"podcast"},{"speaker":"John Tyreman","startTime":1063.467,"endTime":1063.827,"body":"helpful,"},{"speaker":"John Tyreman","startTime":1063.837,"endTime":1064.127,"body":"please"},{"speaker":"John Tyreman","startTime":1064.127,"endTime":1064.347,"body":"help"},{"speaker":"John Tyreman","startTime":1064.347,"endTime":1064.497,"body":"us"},{"speaker":"John Tyreman","startTime":1064.497,"endTime":1064.617,"body":"by"},{"speaker":"John Tyreman","startTime":1064.617,"endTime":1065.017,"body":"following"},{"speaker":"John Tyreman","startTime":1065.017,"endTime":1065.097,"body":"the"},{"speaker":"John Tyreman","startTime":1065.097,"endTime":1065.507,"body":"show"},{"speaker":"John Tyreman","startTime":1065.527,"endTime":1065.667,"body":"and"},{"speaker":"John Tyreman","startTime":1065.677,"endTime":1066.007,"body":"leaving"},{"speaker":"John Tyreman","startTime":1066.007,"endTime":1066.077,"body":"a"},{"speaker":"John Tyreman","startTime":1066.077,"endTime":1066.607,"body":"review"},{"speaker":"John Tyreman","startTime":1066.617,"endTime":1066.867,"body":"on"},{"speaker":"John Tyreman","startTime":1066.897,"endTime":1067.237,"body":"Apple"},{"speaker":"John Tyreman","startTime":1067.257,"endTime":1067.837,"body":"podcasts"},{"speaker":"Mark Wainwright","startTime":1068.194,"endTime":1068.434,"body":"and"},{"speaker":"Mark Wainwright","startTime":1068.434,"endTime":1068.874,"body":"now"},{"speaker":"Mark Wainwright","startTime":1069.114,"endTime":1069.354,"body":"back"},{"speaker":"Mark Wainwright","startTime":1069.354,"endTime":1069.474,"body":"to"},{"speaker":"Mark Wainwright","startTime":1069.474,"endTime":1069.564,"body":"the"},{"speaker":"Mark Wainwright","startTime":1069.564,"endTime":1069.934,"body":"show."},{"speaker":"John Tyreman","startTime":1071.681,"endTime":1071.831,"body":"So"},{"speaker":"John Tyreman","startTime":1071.831,"endTime":1072.061,"body":"let's"},{"speaker":"John Tyreman","startTime":1072.061,"endTime":1072.361,"body":"shift"},{"speaker":"John Tyreman","startTime":1072.401,"endTime":1072.771,"body":"gears"},{"speaker":"John Tyreman","startTime":1072.771,"endTime":1072.931,"body":"and"},{"speaker":"John Tyreman","startTime":1072.931,"endTime":1073.168,"body":"talk"},{"speaker":"John Tyreman","startTime":1073.178,"endTime":1073.688,"body":"about"},{"speaker":"John Tyreman","startTime":1073.688,"endTime":1074.628,"body":"executing"},{"speaker":"John Tyreman","startTime":1074.738,"endTime":1075.328,"body":"on"},{"speaker":"John Tyreman","startTime":1075.718,"endTime":1076.088,"body":"a"},{"speaker":"John Tyreman","startTime":1076.098,"endTime":1076.568,"body":"segment"},{"speaker":"John Tyreman","startTime":1076.568,"endTime":1077.098,"body":"development"},{"speaker":"John Tyreman","startTime":1077.108,"endTime":1077.338,"body":"plan."},{"speaker":"John Tyreman","startTime":1077.348,"endTime":1077.508,"body":"Let's"},{"speaker":"John Tyreman","startTime":1077.508,"endTime":1077.668,"body":"say"},{"speaker":"John Tyreman","startTime":1077.668,"endTime":1077.778,"body":"that"},{"speaker":"John Tyreman","startTime":1077.778,"endTime":1077.958,"body":"we've"},{"speaker":"John Tyreman","startTime":1077.958,"endTime":1078.838,"body":"identified"},{"speaker":"John Tyreman","startTime":1078.888,"endTime":1079.038,"body":"the"},{"speaker":"John Tyreman","startTime":1079.038,"endTime":1079.408,"body":"segment."},{"speaker":"John Tyreman","startTime":1079.418,"endTime":1079.618,"body":"We've"},{"speaker":"John Tyreman","startTime":1079.618,"endTime":1079.778,"body":"got"},{"speaker":"John Tyreman","startTime":1079.778,"endTime":1079.828,"body":"a"},{"speaker":"John Tyreman","startTime":1079.828,"endTime":1080.138,"body":"clear"},{"speaker":"John Tyreman","startTime":1080.138,"endTime":1080.538,"body":"idea"},{"speaker":"John Tyreman","startTime":1080.538,"endTime":1080.698,"body":"of"},{"speaker":"John Tyreman","startTime":1080.698,"endTime":1080.768,"body":"the"},{"speaker":"John Tyreman","startTime":1080.768,"endTime":1081.108,"body":"segment"},{"speaker":"John Tyreman","startTime":1081.108,"endTime":1081.198,"body":"that"},{"speaker":"John Tyreman","startTime":1081.198,"endTime":1081.298,"body":"we"},{"speaker":"John Tyreman","startTime":1081.298,"endTime":1081.548,"body":"want"},{"speaker":"John Tyreman","startTime":1081.548,"endTime":1081.598,"body":"to"},{"speaker":"John Tyreman","startTime":1081.598,"endTime":1081.778,"body":"go"},{"speaker":"John Tyreman","startTime":1081.778,"endTime":1082.288,"body":"after."},{"speaker":"John Tyreman","startTime":1082.908,"endTime":1083.188,"body":"Where"},{"speaker":"John Tyreman","startTime":1083.188,"endTime":1083.258,"body":"do"},{"speaker":"John Tyreman","startTime":1083.258,"endTime":1083.408,"body":"we"},{"speaker":"John Tyreman","startTime":1083.408,"endTime":1083.898,"body":"start"},{"speaker":"John Tyreman","startTime":1083.968,"endTime":1084.238,"body":"with"},{"speaker":"John Tyreman","startTime":1084.248,"endTime":1084.968,"body":"developing"},{"speaker":"John Tyreman","startTime":1085.088,"endTime":1085.178,"body":"a"},{"speaker":"John Tyreman","startTime":1085.178,"endTime":1085.678,"body":"segment"},{"speaker":"John Tyreman","startTime":1085.728,"endTime":1086.128,"body":"plan,"},{"speaker":"Mark Wainwright","startTime":1086.603,"endTime":1086.833,"body":"Good."},{"speaker":"Mark Wainwright","startTime":1086.853,"endTime":1086.983,"body":"I'll"},{"speaker":"Mark Wainwright","startTime":1086.983,"endTime":1087.203,"body":"just"},{"speaker":"Mark Wainwright","startTime":1087.203,"endTime":1087.413,"body":"run"},{"speaker":"Mark Wainwright","startTime":1087.413,"endTime":1087.803,"body":"through"},{"speaker":"Mark Wainwright","startTime":1087.803,"endTime":1088.023,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1088.023,"endTime":1088.133,"body":"of"},{"speaker":"Mark Wainwright","startTime":1088.143,"endTime":1088.283,"body":"the"},{"speaker":"Mark Wainwright","startTime":1088.283,"endTime":1088.643,"body":"steps"},{"speaker":"Mark Wainwright","startTime":1088.683,"endTime":1088.983,"body":"in"},{"speaker":"Mark Wainwright","startTime":1088.983,"endTime":1089.343,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1089.393,"endTime":1089.593,"body":"in"},{"speaker":"Mark Wainwright","startTime":1089.593,"endTime":1089.683,"body":"the"},{"speaker":"Mark Wainwright","startTime":1089.683,"endTime":1090.403,"body":"process"},{"speaker":"Mark Wainwright","startTime":1090.443,"endTime":1090.663,"body":"real"},{"speaker":"Mark Wainwright","startTime":1090.663,"endTime":1091.003,"body":"quick."},{"speaker":"Mark Wainwright","startTime":1091.003,"endTime":1091.203,"body":"So"},{"speaker":"Mark Wainwright","startTime":1091.203,"endTime":1091.533,"body":"it's,"},{"speaker":"Mark Wainwright","startTime":1091.543,"endTime":1091.663,"body":"you"},{"speaker":"Mark Wainwright","startTime":1091.663,"endTime":1091.763,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1091.763,"endTime":1091.883,"body":"we"},{"speaker":"Mark Wainwright","startTime":1091.883,"endTime":1092.043,"body":"have"},{"speaker":"Mark Wainwright","startTime":1092.043,"endTime":1092.143,"body":"to"},{"speaker":"Mark Wainwright","startTime":1092.143,"endTime":1092.883,"body":"prioritize"},{"speaker":"Mark Wainwright","startTime":1092.883,"endTime":1093.033,"body":"and"},{"speaker":"Mark Wainwright","startTime":1093.033,"endTime":1093.403,"body":"select"},{"speaker":"Mark Wainwright","startTime":1093.453,"endTime":1093.873,"body":"important,"},{"speaker":"Mark Wainwright","startTime":1093.883,"endTime":1094.263,"body":"groups,"},{"speaker":"Mark Wainwright","startTime":1094.263,"endTime":1094.673,"body":"important"},{"speaker":"Mark Wainwright","startTime":1094.683,"endTime":1095.333,"body":"segments."},{"speaker":"Mark Wainwright","startTime":1095.573,"endTime":1095.653,"body":"We"},{"speaker":"Mark Wainwright","startTime":1095.653,"endTime":1095.733,"body":"have"},{"speaker":"Mark Wainwright","startTime":1095.733,"endTime":1095.823,"body":"to"},{"speaker":"Mark Wainwright","startTime":1095.823,"endTime":1096.123,"body":"create"},{"speaker":"Mark Wainwright","startTime":1096.123,"endTime":1096.223,"body":"an"},{"speaker":"Mark Wainwright","startTime":1096.223,"endTime":1096.753,"body":"internal"},{"speaker":"Mark Wainwright","startTime":1096.763,"endTime":1097.273,"body":"team,"},{"speaker":"Mark Wainwright","startTime":1097.703,"endTime":1098.533,"body":"including"},{"speaker":"Mark Wainwright","startTime":1098.733,"endTime":1099.123,"body":"internal"},{"speaker":"Mark Wainwright","startTime":1099.123,"endTime":1099.563,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":1099.573,"endTime":1099.953,"body":"team."},{"speaker":"Mark Wainwright","startTime":1100.133,"endTime":1100.603,"body":"members."},{"speaker":"Mark Wainwright","startTime":1100.613,"endTime":1100.863,"body":"So"},{"speaker":"Mark Wainwright","startTime":1100.863,"endTime":1101.063,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1101.073,"endTime":1101.443,"body":"not"},{"speaker":"Mark Wainwright","startTime":1101.453,"endTime":1101.863,"body":"just"},{"speaker":"Mark Wainwright","startTime":1101.923,"endTime":1102.143,"body":"the"},{"speaker":"Mark Wainwright","startTime":1102.143,"endTime":1102.503,"body":"folks"},{"speaker":"Mark Wainwright","startTime":1102.503,"endTime":1102.603,"body":"who"},{"speaker":"Mark Wainwright","startTime":1102.603,"endTime":1102.723,"body":"are"},{"speaker":"Mark Wainwright","startTime":1102.723,"endTime":1103.113,"body":"client"},{"speaker":"Mark Wainwright","startTime":1103.113,"endTime":1103.623,"body":"facing."},{"speaker":"Mark Wainwright","startTime":1103.623,"endTime":1104.003,"body":"These"},{"speaker":"Mark Wainwright","startTime":1104.033,"endTime":1104.553,"body":"are"},{"speaker":"Mark Wainwright","startTime":1104.743,"endTime":1105.263,"body":"others"},{"speaker":"Mark Wainwright","startTime":1105.263,"endTime":1105.473,"body":"who"},{"speaker":"Mark Wainwright","startTime":1105.473,"endTime":1105.753,"body":"have"},{"speaker":"Mark Wainwright","startTime":1105.753,"endTime":1106.213,"body":"industry"},{"speaker":"Mark Wainwright","startTime":1106.213,"endTime":1106.843,"body":"knowledge,"},{"speaker":"Mark Wainwright","startTime":1106.873,"endTime":1107.313,"body":"industry"},{"speaker":"Mark Wainwright","startTime":1107.313,"endTime":1108.103,"body":"awareness,"},{"speaker":"Mark Wainwright","startTime":1108.433,"endTime":1108.973,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1109.153,"endTime":1109.603,"body":"content"},{"speaker":"Mark Wainwright","startTime":1109.603,"endTime":1109.993,"body":"development"},{"speaker":"Mark Wainwright","startTime":1109.993,"endTime":1110.443,"body":"skills,"},{"speaker":"Mark Wainwright","startTime":1110.573,"endTime":1111.133,"body":"because,"},{"speaker":"Mark Wainwright","startTime":1111.153,"endTime":1111.963,"body":"eventually"},{"speaker":"Mark Wainwright","startTime":1112.193,"endTime":1112.443,"body":"these"},{"speaker":"Mark Wainwright","startTime":1112.443,"endTime":1112.723,"body":"plans"},{"speaker":"Mark Wainwright","startTime":1112.723,"endTime":1112.803,"body":"are"},{"speaker":"Mark Wainwright","startTime":1112.803,"endTime":1112.913,"body":"going"},{"speaker":"Mark Wainwright","startTime":1112.913,"endTime":1112.983,"body":"to"},{"speaker":"Mark Wainwright","startTime":1112.983,"endTime":1113.673,"body":"require"},{"speaker":"Mark Wainwright","startTime":1114.073,"endTime":1114.453,"body":"some,"},{"speaker":"Mark Wainwright","startTime":1114.473,"endTime":1114.893,"body":"use"},{"speaker":"Mark Wainwright","startTime":1114.913,"endTime":1115.196,"body":"of"},{"speaker":"Mark Wainwright","startTime":1115.196,"endTime":1115.626,"body":"existing"},{"speaker":"Mark Wainwright","startTime":1115.626,"endTime":1116.026,"body":"content"},{"speaker":"Mark Wainwright","startTime":1116.026,"endTime":1116.116,"body":"or"},{"speaker":"Mark Wainwright","startTime":1116.116,"endTime":1116.216,"body":"the"},{"speaker":"Mark Wainwright","startTime":1116.216,"endTime":1116.636,"body":"development"},{"speaker":"Mark Wainwright","startTime":1116.646,"endTime":1116.736,"body":"of"},{"speaker":"Mark Wainwright","startTime":1116.736,"endTime":1116.886,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1116.886,"endTime":1117.106,"body":"new."},{"speaker":"Mark Wainwright","startTime":1117.416,"endTime":1117.856,"body":"Content."},{"speaker":"Mark Wainwright","startTime":1118.356,"endTime":1118.656,"body":"So"},{"speaker":"Mark Wainwright","startTime":1118.656,"endTime":1118.816,"body":"we"},{"speaker":"Mark Wainwright","startTime":1118.816,"endTime":1119.176,"body":"start"},{"speaker":"Mark Wainwright","startTime":1119.176,"endTime":1119.296,"body":"to"},{"speaker":"Mark Wainwright","startTime":1119.296,"endTime":1119.646,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1119.646,"endTime":1119.736,"body":"the"},{"speaker":"Mark Wainwright","startTime":1119.736,"endTime":1119.976,"body":"plan"},{"speaker":"Mark Wainwright","startTime":1119.976,"endTime":1120.466,"body":"internally"},{"speaker":"Mark Wainwright","startTime":1120.466,"endTime":1120.676,"body":"with"},{"speaker":"Mark Wainwright","startTime":1120.676,"endTime":1120.836,"body":"what"},{"speaker":"Mark Wainwright","startTime":1120.836,"endTime":1120.966,"body":"we"},{"speaker":"Mark Wainwright","startTime":1120.966,"endTime":1121.296,"body":"know."},{"speaker":"Mark Wainwright","startTime":1121.296,"endTime":1121.556,"body":"And"},{"speaker":"Mark Wainwright","startTime":1121.556,"endTime":1121.976,"body":"then"},{"speaker":"Mark Wainwright","startTime":1122.166,"endTime":1122.366,"body":"the"},{"speaker":"Mark Wainwright","startTime":1122.366,"endTime":1122.656,"body":"big"},{"speaker":"Mark Wainwright","startTime":1122.666,"endTime":1123.066,"body":"step"},{"speaker":"Mark Wainwright","startTime":1123.066,"endTime":1123.216,"body":"in"},{"speaker":"Mark Wainwright","startTime":1123.216,"endTime":1123.396,"body":"all"},{"speaker":"Mark Wainwright","startTime":1123.396,"endTime":1123.486,"body":"of"},{"speaker":"Mark Wainwright","startTime":1123.486,"endTime":1123.646,"body":"these"},{"speaker":"Mark Wainwright","startTime":1123.656,"endTime":1123.966,"body":"planning"},{"speaker":"Mark Wainwright","startTime":1123.966,"endTime":1124.746,"body":"exercises"},{"speaker":"Mark Wainwright","startTime":1125.006,"endTime":1125.176,"body":"is"},{"speaker":"Mark Wainwright","startTime":1125.176,"endTime":1125.296,"body":"we"},{"speaker":"Mark Wainwright","startTime":1125.296,"endTime":1125.466,"body":"have"},{"speaker":"Mark Wainwright","startTime":1125.466,"endTime":1125.586,"body":"to"},{"speaker":"Mark Wainwright","startTime":1125.586,"endTime":1126.156,"body":"engage"},{"speaker":"Mark Wainwright","startTime":1126.156,"endTime":1126.326,"body":"our"},{"speaker":"Mark Wainwright","startTime":1126.326,"endTime":1126.766,"body":"existing"},{"speaker":"Mark Wainwright","startTime":1126.766,"endTime":1127.676,"body":"context,"},{"speaker":"Mark Wainwright","startTime":1128.036,"endTime":1128.806,"body":"relationships,"},{"speaker":"Mark Wainwright","startTime":1128.846,"endTime":1129.456,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1129.616,"endTime":1129.776,"body":"in"},{"speaker":"Mark Wainwright","startTime":1129.776,"endTime":1129.926,"body":"this"},{"speaker":"Mark Wainwright","startTime":1129.926,"endTime":1130.336,"body":"particular"},{"speaker":"Mark Wainwright","startTime":1130.336,"endTime":1131.016,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":1131.326,"endTime":1131.636,"body":"in"},{"speaker":"Mark Wainwright","startTime":1131.636,"endTime":1131.916,"body":"these"},{"speaker":"Mark Wainwright","startTime":1131.916,"endTime":1132.266,"body":"curious"},{"speaker":"Mark Wainwright","startTime":1132.276,"endTime":1133.126,"body":"conversations"},{"speaker":"Mark Wainwright","startTime":1133.236,"endTime":1133.366,"body":"to"},{"speaker":"Mark Wainwright","startTime":1133.366,"endTime":1133.576,"body":"figure"},{"speaker":"Mark Wainwright","startTime":1133.576,"endTime":1133.676,"body":"out"},{"speaker":"Mark Wainwright","startTime":1133.676,"endTime":1133.806,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1133.806,"endTime":1134.016,"body":"going"},{"speaker":"Mark Wainwright","startTime":1134.016,"endTime":1134.136,"body":"on"},{"speaker":"Mark Wainwright","startTime":1134.136,"endTime":1134.196,"body":"in"},{"speaker":"Mark Wainwright","startTime":1134.196,"endTime":1134.326,"body":"their"},{"speaker":"Mark Wainwright","startTime":1134.326,"endTime":1134.786,"body":"world,"},{"speaker":"Mark Wainwright","startTime":1134.786,"endTime":1135.006,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1135.016,"endTime":1135.556,"body":"pressing,"},{"speaker":"Mark Wainwright","startTime":1135.566,"endTime":1135.796,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1135.796,"endTime":1135.856,"body":"a"},{"speaker":"Mark Wainwright","startTime":1135.856,"endTime":1136.666,"body":"priority,"},{"speaker":"Mark Wainwright","startTime":1136.667,"endTime":1136.886,"body":"you"},{"speaker":"Mark Wainwright","startTime":1136.886,"endTime":1137.256,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1137.556,"endTime":1137.766,"body":"all"},{"speaker":"Mark Wainwright","startTime":1137.766,"endTime":1137.976,"body":"those"},{"speaker":"Mark Wainwright","startTime":1137.976,"endTime":1138.176,"body":"types"},{"speaker":"Mark Wainwright","startTime":1138.176,"endTime":1138.256,"body":"of"},{"speaker":"Mark Wainwright","startTime":1138.256,"endTime":1138.446,"body":"things,"},{"speaker":"Mark Wainwright","startTime":1138.446,"endTime":1138.706,"body":"because"},{"speaker":"Mark Wainwright","startTime":1138.706,"endTime":1138.856,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1138.856,"endTime":1139.016,"body":"only"},{"speaker":"Mark Wainwright","startTime":1139.016,"endTime":1139.136,"body":"so"},{"speaker":"Mark Wainwright","startTime":1139.136,"endTime":1139.316,"body":"much"},{"speaker":"Mark Wainwright","startTime":1139.316,"endTime":1139.796,"body":"information"},{"speaker":"Mark Wainwright","startTime":1139.796,"endTime":1139.896,"body":"we"},{"speaker":"Mark Wainwright","startTime":1139.896,"endTime":1139.996,"body":"can"},{"speaker":"Mark Wainwright","startTime":1139.996,"endTime":1140.166,"body":"come"},{"speaker":"Mark Wainwright","startTime":1140.166,"endTime":1140.286,"body":"up"},{"speaker":"Mark Wainwright","startTime":1140.286,"endTime":1140.456,"body":"with"},{"speaker":"Mark Wainwright","startTime":1140.456,"endTime":1140.586,"body":"on"},{"speaker":"Mark Wainwright","startTime":1140.586,"endTime":1141.076,"body":"ourselves."},{"speaker":"Mark Wainwright","startTime":1141.076,"endTime":1141.196,"body":"We"},{"speaker":"Mark Wainwright","startTime":1141.196,"endTime":1141.366,"body":"have"},{"speaker":"Mark Wainwright","startTime":1141.366,"endTime":1141.496,"body":"to"},{"speaker":"Mark Wainwright","startTime":1141.496,"endTime":1141.826,"body":"go"},{"speaker":"Mark Wainwright","startTime":1141.896,"endTime":1142.356,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1142.486,"endTime":1142.966,"body":"to"},{"speaker":"Mark Wainwright","startTime":1143.256,"endTime":1143.636,"body":"our"},{"speaker":"Mark Wainwright","startTime":1143.676,"endTime":1144.246,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1144.266,"endTime":1144.486,"body":"in"},{"speaker":"Mark Wainwright","startTime":1144.486,"endTime":1144.716,"body":"this"},{"speaker":"Mark Wainwright","startTime":1144.726,"endTime":1145.176,"body":"particular"},{"speaker":"Mark Wainwright","startTime":1145.176,"endTime":1145.666,"body":"segment"},{"speaker":"Mark Wainwright","startTime":1145.666,"endTime":1145.816,"body":"and"},{"speaker":"Mark Wainwright","startTime":1145.816,"endTime":1146.026,"body":"see"},{"speaker":"Mark Wainwright","startTime":1146.026,"endTime":1146.246,"body":"what"},{"speaker":"Mark Wainwright","startTime":1146.246,"endTime":1146.336,"body":"the"},{"speaker":"Mark Wainwright","startTime":1146.336,"endTime":1146.666,"body":"future"},{"speaker":"Mark Wainwright","startTime":1146.676,"endTime":1147.226,"body":"holds."},{"speaker":"Mark Wainwright","startTime":1147.616,"endTime":1147.756,"body":"We"},{"speaker":"Mark Wainwright","startTime":1147.756,"endTime":1147.896,"body":"need"},{"speaker":"Mark Wainwright","startTime":1147.896,"endTime":1147.986,"body":"to"},{"speaker":"Mark Wainwright","startTime":1147.996,"endTime":1148.186,"body":"set"},{"speaker":"Mark Wainwright","startTime":1148.186,"endTime":1148.706,"body":"goals"},{"speaker":"Mark Wainwright","startTime":1148.756,"endTime":1148.886,"body":"for"},{"speaker":"Mark Wainwright","startTime":1148.886,"endTime":1149.036,"body":"this"},{"speaker":"Mark Wainwright","startTime":1149.036,"endTime":1149.236,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1149.236,"endTime":1149.656,"body":"effort."},{"speaker":"Mark Wainwright","startTime":1149.956,"endTime":1150.456,"body":"And"},{"speaker":"Mark Wainwright","startTime":1150.716,"endTime":1151.086,"body":"throughout"},{"speaker":"Mark Wainwright","startTime":1151.086,"endTime":1151.276,"body":"all"},{"speaker":"Mark Wainwright","startTime":1151.276,"endTime":1151.336,"body":"of"},{"speaker":"Mark Wainwright","startTime":1151.336,"endTime":1151.576,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1151.576,"endTime":1151.706,"body":"we"},{"speaker":"Mark Wainwright","startTime":1151.706,"endTime":1151.916,"body":"need"},{"speaker":"Mark Wainwright","startTime":1151.916,"endTime":1152.076,"body":"to"},{"speaker":"Mark Wainwright","startTime":1152.096,"endTime":1152.726,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1152.726,"endTime":1152.846,"body":"a"},{"speaker":"Mark Wainwright","startTime":1152.886,"endTime":1153.476,"body":"targeted"},{"speaker":"Mark Wainwright","startTime":1153.486,"endTime":1154.276,"body":"offering"},{"speaker":"Mark Wainwright","startTime":1154.276,"endTime":1154.466,"body":"that"},{"speaker":"Mark Wainwright","startTime":1154.466,"endTime":1154.596,"body":"we"},{"speaker":"Mark Wainwright","startTime":1154.596,"endTime":1154.706,"body":"can"},{"speaker":"Mark Wainwright","startTime":1154.706,"endTime":1154.826,"body":"go"},{"speaker":"Mark Wainwright","startTime":1154.826,"endTime":1154.986,"body":"and"},{"speaker":"Mark Wainwright","startTime":1154.986,"endTime":1155.456,"body":"present"},{"speaker":"Mark Wainwright","startTime":1155.506,"endTime":1155.666,"body":"to"},{"speaker":"Mark Wainwright","startTime":1155.666,"endTime":1156.226,"body":"new"},{"speaker":"Mark Wainwright","startTime":1156.296,"endTime":1156.916,"body":"prospects."},{"speaker":"Mark Wainwright","startTime":1156.976,"endTime":1157.106,"body":"And"},{"speaker":"Mark Wainwright","startTime":1157.106,"endTime":1157.296,"body":"again,"},{"speaker":"Mark Wainwright","startTime":1157.296,"endTime":1157.386,"body":"we'll"},{"speaker":"Mark Wainwright","startTime":1157.386,"endTime":1157.566,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1157.576,"endTime":1157.806,"body":"about"},{"speaker":"Mark Wainwright","startTime":1157.806,"endTime":1157.996,"body":"that"},{"speaker":"Mark Wainwright","startTime":1158.316,"endTime":1158.656,"body":"targeted"},{"speaker":"Mark Wainwright","startTime":1158.656,"endTime":1159.066,"body":"offering,"},{"speaker":"Mark Wainwright","startTime":1159.066,"endTime":1159.296,"body":"but"},{"speaker":"Mark Wainwright","startTime":1159.476,"endTime":1159.746,"body":"we"},{"speaker":"Mark Wainwright","startTime":1159.746,"endTime":1160.106,"body":"have"},{"speaker":"Mark Wainwright","startTime":1160.106,"endTime":1160.346,"body":"to"},{"speaker":"Mark Wainwright","startTime":1160.386,"endTime":1160.626,"body":"be"},{"speaker":"Mark Wainwright","startTime":1160.626,"endTime":1160.886,"body":"able"},{"speaker":"Mark Wainwright","startTime":1160.886,"endTime":1161.256,"body":"to"},{"speaker":"Mark Wainwright","startTime":1161.386,"endTime":1161.546,"body":"be"},{"speaker":"Mark Wainwright","startTime":1161.546,"endTime":1161.876,"body":"super"},{"speaker":"Mark Wainwright","startTime":1161.876,"endTime":1162.386,"body":"clear"},{"speaker":"Mark Wainwright","startTime":1162.686,"endTime":1162.936,"body":"about"},{"speaker":"Mark Wainwright","startTime":1162.936,"endTime":1163.056,"body":"what"},{"speaker":"Mark Wainwright","startTime":1163.056,"endTime":1163.206,"body":"our"},{"speaker":"Mark Wainwright","startTime":1163.206,"endTime":1163.496,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1163.496,"endTime":1163.646,"body":"is"},{"speaker":"Mark Wainwright","startTime":1163.646,"endTime":1163.776,"body":"when"},{"speaker":"Mark Wainwright","startTime":1163.776,"endTime":1163.906,"body":"we"},{"speaker":"Mark Wainwright","startTime":1163.916,"endTime":1164.276,"body":"enter"},{"speaker":"Mark Wainwright","startTime":1164.276,"endTime":1164.596,"body":"this."},{"speaker":"Mark Wainwright","startTime":1164.626,"endTime":1164.866,"body":"This"},{"speaker":"Mark Wainwright","startTime":1164.866,"endTime":1165.346,"body":"marketplace."},{"speaker":"Mark Wainwright","startTime":1165.346,"endTime":1165.536,"body":"Sure."},{"speaker":"Mark Wainwright","startTime":1165.536,"endTime":1165.706,"body":"We've"},{"speaker":"Mark Wainwright","startTime":1165.706,"endTime":1165.866,"body":"got"},{"speaker":"Mark Wainwright","startTime":1165.866,"endTime":1166.016,"body":"some"},{"speaker":"Mark Wainwright","startTime":1166.016,"endTime":1166.626,"body":"expertise,"},{"speaker":"Mark Wainwright","startTime":1166.626,"endTime":1166.746,"body":"but"},{"speaker":"Mark Wainwright","startTime":1166.746,"endTime":1166.826,"body":"we"},{"speaker":"Mark Wainwright","startTime":1166.826,"endTime":1166.946,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1166.946,"endTime":1167.036,"body":"want"},{"speaker":"Mark Wainwright","startTime":1167.036,"endTime":1167.096,"body":"to"},{"speaker":"Mark Wainwright","startTime":1167.096,"endTime":1167.276,"body":"show"},{"speaker":"Mark Wainwright","startTime":1167.276,"endTime":1167.386,"body":"up"},{"speaker":"Mark Wainwright","startTime":1167.386,"endTime":1167.466,"body":"at"},{"speaker":"Mark Wainwright","startTime":1167.466,"endTime":1167.546,"body":"the"},{"speaker":"Mark Wainwright","startTime":1167.546,"endTime":1167.796,"body":"front"},{"speaker":"Mark Wainwright","startTime":1167.796,"endTime":1168.046,"body":"door"},{"speaker":"Mark Wainwright","startTime":1168.046,"endTime":1168.176,"body":"and"},{"speaker":"Mark Wainwright","startTime":1168.176,"endTime":1168.406,"body":"say,"},{"speaker":"Mark Wainwright","startTime":1168.426,"endTime":1168.596,"body":"we"},{"speaker":"Mark Wainwright","startTime":1168.596,"endTime":1168.756,"body":"do"},{"speaker":"Mark Wainwright","startTime":1168.756,"endTime":1169.176,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1169.176,"endTime":1169.326,"body":"for"},{"speaker":"Mark Wainwright","startTime":1169.326,"endTime":1169.906,"body":"everybody."},{"speaker":"Mark Wainwright","startTime":1170.366,"endTime":1170.486,"body":"We"},{"speaker":"Mark Wainwright","startTime":1170.486,"endTime":1170.656,"body":"want"},{"speaker":"Mark Wainwright","startTime":1170.656,"endTime":1170.696,"body":"to"},{"speaker":"Mark Wainwright","startTime":1170.706,"endTime":1170.866,"body":"have"},{"speaker":"Mark Wainwright","startTime":1170.866,"endTime":1170.956,"body":"an"},{"speaker":"Mark Wainwright","startTime":1170.966,"endTime":1171.276,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1171.276,"endTime":1171.456,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1171.456,"endTime":1171.746,"body":"laser"},{"speaker":"Mark Wainwright","startTime":1171.746,"endTime":1172.106,"body":"sharp,"},{"speaker":"Mark Wainwright","startTime":1172.106,"endTime":1172.356,"body":"so"},{"speaker":"Mark Wainwright","startTime":1172.416,"endTime":1172.576,"body":"we"},{"speaker":"Mark Wainwright","startTime":1172.576,"endTime":1172.706,"body":"need"},{"speaker":"Mark Wainwright","startTime":1172.706,"endTime":1172.766,"body":"to"},{"speaker":"Mark Wainwright","startTime":1172.766,"endTime":1173.086,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1173.086,"endTime":1173.276,"body":"that."},{"speaker":"John Tyreman","startTime":1173.326,"endTime":1173.546,"body":"I'm"},{"speaker":"John Tyreman","startTime":1173.546,"endTime":1173.926,"body":"sensing"},{"speaker":"John Tyreman","startTime":1173.926,"endTime":1174.086,"body":"that"},{"speaker":"John Tyreman","startTime":1174.086,"endTime":1174.276,"body":"there's"},{"speaker":"John Tyreman","startTime":1174.276,"endTime":1174.366,"body":"a"},{"speaker":"John Tyreman","startTime":1174.366,"endTime":1174.656,"body":"few"},{"speaker":"John Tyreman","startTime":1174.656,"endTime":1175.096,"body":"different"},{"speaker":"John Tyreman","startTime":1175.106,"endTime":1175.406,"body":"key"},{"speaker":"John Tyreman","startTime":1175.406,"endTime":1175.846,"body":"pieces"},{"speaker":"John Tyreman","startTime":1175.846,"endTime":1175.996,"body":"that"},{"speaker":"John Tyreman","startTime":1175.996,"endTime":1176.146,"body":"need"},{"speaker":"John Tyreman","startTime":1176.146,"endTime":1176.196,"body":"to"},{"speaker":"John Tyreman","startTime":1176.206,"endTime":1176.336,"body":"be"},{"speaker":"John Tyreman","startTime":1176.336,"endTime":1176.446,"body":"in"},{"speaker":"John Tyreman","startTime":1176.446,"endTime":1176.756,"body":"place"},{"speaker":"John Tyreman","startTime":1176.756,"endTime":1177.036,"body":"before"},{"speaker":"John Tyreman","startTime":1177.036,"endTime":1177.136,"body":"you"},{"speaker":"John Tyreman","startTime":1177.136,"endTime":1177.236,"body":"can"},{"speaker":"John Tyreman","startTime":1177.236,"endTime":1177.586,"body":"actually"},{"speaker":"John Tyreman","startTime":1177.586,"endTime":1177.856,"body":"start"},{"speaker":"John Tyreman","startTime":1177.856,"endTime":1177.956,"body":"to"},{"speaker":"John Tyreman","startTime":1177.956,"endTime":1178.276,"body":"run"},{"speaker":"John Tyreman","startTime":1178.276,"endTime":1178.456,"body":"with"},{"speaker":"John Tyreman","startTime":1178.456,"endTime":1178.866,"body":"this"},{"speaker":"John Tyreman","startTime":1179.016,"endTime":1179.556,"body":"plan,"},{"speaker":"John Tyreman","startTime":1179.906,"endTime":1180.056,"body":"the"},{"speaker":"John Tyreman","startTime":1180.056,"endTime":1180.426,"body":"offer"},{"speaker":"John Tyreman","startTime":1180.426,"endTime":1180.706,"body":"being"},{"speaker":"John Tyreman","startTime":1180.706,"endTime":1180.786,"body":"a"},{"speaker":"John Tyreman","startTime":1180.786,"endTime":1181.046,"body":"really"},{"speaker":"John Tyreman","startTime":1181.046,"endTime":1181.486,"body":"critical"},{"speaker":"John Tyreman","startTime":1181.486,"endTime":1181.856,"body":"one."},{"speaker":"John Tyreman","startTime":1181.886,"endTime":1182.066,"body":"And"},{"speaker":"John Tyreman","startTime":1182.066,"endTime":1182.256,"body":"that"},{"speaker":"John Tyreman","startTime":1182.256,"endTime":1182.806,"body":"stems"},{"speaker":"John Tyreman","startTime":1182.806,"endTime":1183.276,"body":"from,"},{"speaker":"John Tyreman","startTime":1183.566,"endTime":1184.496,"body":"identifying"},{"speaker":"John Tyreman","startTime":1184.786,"endTime":1184.996,"body":"the"},{"speaker":"John Tyreman","startTime":1184.996,"endTime":1185.386,"body":"segment"},{"speaker":"John Tyreman","startTime":1185.386,"endTime":1185.516,"body":"that"},{"speaker":"John Tyreman","startTime":1185.516,"endTime":1185.636,"body":"you're"},{"speaker":"John Tyreman","startTime":1185.636,"endTime":1185.936,"body":"going"},{"speaker":"John Tyreman","startTime":1185.936,"endTime":1186.296,"body":"after."},{"speaker":"John Tyreman","startTime":1186.296,"endTime":1186.546,"body":"Right?"},{"speaker":"John Tyreman","startTime":1186.546,"endTime":1186.646,"body":"So"},{"speaker":"John Tyreman","startTime":1186.646,"endTime":1186.726,"body":"you"},{"speaker":"John Tyreman","startTime":1186.726,"endTime":1186.896,"body":"need"},{"speaker":"John Tyreman","startTime":1187.056,"endTime":1187.076,"body":"to"},{"speaker":"John Tyreman","startTime":1187.076,"endTime":1187.446,"body":"identify"},{"speaker":"John Tyreman","startTime":1187.446,"endTime":1187.566,"body":"the"},{"speaker":"John Tyreman","startTime":1187.566,"endTime":1187.926,"body":"segment"},{"speaker":"John Tyreman","startTime":1187.926,"endTime":1188.046,"body":"that"},{"speaker":"John Tyreman","startTime":1188.046,"endTime":1188.176,"body":"you're"},{"speaker":"John Tyreman","startTime":1188.176,"endTime":1188.526,"body":"going"},{"speaker":"John Tyreman","startTime":1188.526,"endTime":1189.056,"body":"after,"},{"speaker":"John Tyreman","startTime":1189.536,"endTime":1189.696,"body":"I"},{"speaker":"John Tyreman","startTime":1189.696,"endTime":1189.866,"body":"would"},{"speaker":"John Tyreman","startTime":1189.866,"endTime":1190.206,"body":"argue"},{"speaker":"John Tyreman","startTime":1190.206,"endTime":1190.426,"body":"that"},{"speaker":"John Tyreman","startTime":1190.436,"endTime":1190.996,"body":"developing"},{"speaker":"John Tyreman","startTime":1190.996,"endTime":1191.166,"body":"that"},{"speaker":"John Tyreman","startTime":1191.176,"endTime":1191.596,"body":"offer"},{"speaker":"John Tyreman","startTime":1191.596,"endTime":1191.736,"body":"is"},{"speaker":"John Tyreman","startTime":1191.736,"endTime":1192.156,"body":"probably"},{"speaker":"John Tyreman","startTime":1192.156,"endTime":1192.266,"body":"the"},{"speaker":"John Tyreman","startTime":1192.266,"endTime":1192.786,"body":"next"},{"speaker":"John Tyreman","startTime":1193.016,"endTime":1193.576,"body":"step,"},{"speaker":"John Tyreman","startTime":1193.916,"endTime":1194.226,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1194.226,"endTime":1194.536,"body":"This"},{"speaker":"Mark Wainwright","startTime":1194.556,"endTime":1195.146,"body":"plan"},{"speaker":"Mark Wainwright","startTime":1195.296,"endTime":1195.636,"body":"actually"},{"speaker":"Mark Wainwright","startTime":1195.636,"endTime":1195.826,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1195.826,"endTime":1195.896,"body":"of"},{"speaker":"Mark Wainwright","startTime":1195.906,"endTime":1196.346,"body":"similar"},{"speaker":"Mark Wainwright","startTime":1196.346,"endTime":1196.596,"body":"to"},{"speaker":"Mark Wainwright","startTime":1196.596,"endTime":1196.726,"body":"the"},{"speaker":"Mark Wainwright","startTime":1196.756,"endTime":1197.216,"body":"accountant"},{"speaker":"Mark Wainwright","startTime":1197.216,"endTime":1197.736,"body":"development"},{"speaker":"Mark Wainwright","startTime":1197.746,"endTime":1198.276,"body":"plan"},{"speaker":"Mark Wainwright","startTime":1198.366,"endTime":1198.966,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":1198.966,"endTime":1199.086,"body":"that"},{"speaker":"Mark Wainwright","startTime":1199.086,"endTime":1199.226,"body":"we"},{"speaker":"Mark Wainwright","startTime":1199.226,"endTime":1199.556,"body":"talked"},{"speaker":"Mark Wainwright","startTime":1199.556,"endTime":1199.846,"body":"through"},{"speaker":"Mark Wainwright","startTime":1200.156,"endTime":1200.426,"body":"It"},{"speaker":"Mark Wainwright","startTime":1200.426,"endTime":1201.136,"body":"needs"},{"speaker":"Mark Wainwright","startTime":1201.296,"endTime":1201.826,"body":"that"},{"speaker":"Mark Wainwright","startTime":1202.026,"endTime":1202.496,"body":"purpose"},{"speaker":"Mark Wainwright","startTime":1202.516,"endTime":1203.076,"body":"principles,"},{"speaker":"Mark Wainwright","startTime":1203.076,"endTime":1203.626,"body":"vision"},{"speaker":"Mark Wainwright","startTime":1203.636,"endTime":1203.866,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1203.866,"endTime":1204.006,"body":"of"},{"speaker":"Mark Wainwright","startTime":1204.006,"endTime":1204.456,"body":"approach"},{"speaker":"Mark Wainwright","startTime":1204.456,"endTime":1204.596,"body":"where"},{"speaker":"Mark Wainwright","startTime":1204.596,"endTime":1204.706,"body":"you"},{"speaker":"Mark Wainwright","startTime":1204.886,"endTime":1205.146,"body":"were"},{"speaker":"Mark Wainwright","startTime":1205.156,"endTime":1205.396,"body":"right"},{"speaker":"Mark Wainwright","startTime":1205.396,"endTime":1205.486,"body":"out"},{"speaker":"Mark Wainwright","startTime":1205.486,"endTime":1205.566,"body":"of"},{"speaker":"Mark Wainwright","startTime":1205.566,"endTime":1205.616,"body":"the"},{"speaker":"Mark Wainwright","startTime":1205.616,"endTime":1205.856,"body":"bat,"},{"speaker":"Mark Wainwright","startTime":1205.856,"endTime":1205.946,"body":"you"},{"speaker":"Mark Wainwright","startTime":1205.946,"endTime":1206.096,"body":"say,"},{"speaker":"Mark Wainwright","startTime":1206.096,"endTime":1206.406,"body":"okay,"},{"speaker":"Mark Wainwright","startTime":1206.406,"endTime":1206.616,"body":"so"},{"speaker":"Mark Wainwright","startTime":1206.706,"endTime":1206.906,"body":"why"},{"speaker":"Mark Wainwright","startTime":1206.906,"endTime":1206.936,"body":"are"},{"speaker":"Mark Wainwright","startTime":1206.936,"endTime":1207.046,"body":"we"},{"speaker":"Mark Wainwright","startTime":1207.046,"endTime":1207.266,"body":"doing"},{"speaker":"Mark Wainwright","startTime":1207.266,"endTime":1207.466,"body":"this?"},{"speaker":"Mark Wainwright","startTime":1207.476,"endTime":1207.596,"body":"Why"},{"speaker":"Mark Wainwright","startTime":1207.596,"endTime":1207.686,"body":"is"},{"speaker":"Mark Wainwright","startTime":1207.686,"endTime":1207.816,"body":"this"},{"speaker":"Mark Wainwright","startTime":1207.816,"endTime":1208.296,"body":"important"},{"speaker":"Mark Wainwright","startTime":1208.306,"endTime":1208.376,"body":"to"},{"speaker":"Mark Wainwright","startTime":1208.376,"endTime":1208.876,"body":"us?"},{"speaker":"Mark Wainwright","startTime":1209.216,"endTime":1209.426,"body":"What"},{"speaker":"Mark Wainwright","startTime":1209.426,"endTime":1209.476,"body":"are"},{"speaker":"Mark Wainwright","startTime":1209.476,"endTime":1209.576,"body":"our"},{"speaker":"Mark Wainwright","startTime":1209.576,"endTime":1210.026,"body":"principles"},{"speaker":"Mark Wainwright","startTime":1210.026,"endTime":1210.186,"body":"in"},{"speaker":"Mark Wainwright","startTime":1210.186,"endTime":1210.516,"body":"garden?"},{"speaker":"Mark Wainwright","startTime":1210.646,"endTime":1210.826,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1210.826,"endTime":1210.946,"body":"What"},{"speaker":"Mark Wainwright","startTime":1210.946,"endTime":1211.006,"body":"are"},{"speaker":"Mark Wainwright","startTime":1211.006,"endTime":1211.066,"body":"the"},{"speaker":"Mark Wainwright","startTime":1211.066,"endTime":1211.696,"body":"guardrails,"},{"speaker":"Mark Wainwright","startTime":1211.706,"endTime":1212.006,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1212.006,"endTime":1212.106,"body":"What"},{"speaker":"Mark Wainwright","startTime":1212.106,"endTime":1212.136,"body":"are"},{"speaker":"Mark Wainwright","startTime":1212.136,"endTime":1212.236,"body":"we"},{"speaker":"Mark Wainwright","startTime":1212.236,"endTime":1212.366,"body":"going"},{"speaker":"Mark Wainwright","startTime":1212.366,"endTime":1212.406,"body":"to"},{"speaker":"Mark Wainwright","startTime":1212.406,"endTime":1212.646,"body":"do?"},{"speaker":"Mark Wainwright","startTime":1212.646,"endTime":1212.736,"body":"What"},{"speaker":"Mark Wainwright","startTime":1212.736,"endTime":1212.766,"body":"are"},{"speaker":"Mark Wainwright","startTime":1212.766,"endTime":1212.856,"body":"we"},{"speaker":"Mark Wainwright","startTime":1212.856,"endTime":1213.126,"body":"not"},{"speaker":"Mark Wainwright","startTime":1213.126,"endTime":1213.226,"body":"going"},{"speaker":"Mark Wainwright","startTime":1213.226,"endTime":1213.306,"body":"to"},{"speaker":"Mark Wainwright","startTime":1213.306,"endTime":1213.736,"body":"do?"},{"speaker":"Mark Wainwright","startTime":1214.156,"endTime":1214.296,"body":"if"},{"speaker":"Mark Wainwright","startTime":1214.296,"endTime":1214.376,"body":"we"},{"speaker":"Mark Wainwright","startTime":1214.376,"endTime":1214.576,"body":"start"},{"speaker":"Mark Wainwright","startTime":1214.586,"endTime":1214.846,"body":"heading"},{"speaker":"Mark Wainwright","startTime":1214.846,"endTime":1215.216,"body":"into"},{"speaker":"Mark Wainwright","startTime":1215.373,"endTime":1216.083,"body":"industry"},{"speaker":"Mark Wainwright","startTime":1216.123,"endTime":1216.723,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1217.013,"endTime":1217.203,"body":"either"},{"speaker":"Mark Wainwright","startTime":1217.203,"endTime":1217.323,"body":"the"},{"speaker":"Mark Wainwright","startTime":1217.323,"endTime":1217.713,"body":"offers"},{"speaker":"Mark Wainwright","startTime":1217.713,"endTime":1217.843,"body":"and"},{"speaker":"Mark Wainwright","startTime":1217.843,"endTime":1218.473,"body":"resonating"},{"speaker":"Mark Wainwright","startTime":1218.503,"endTime":1218.743,"body":"or,"},{"speaker":"Mark Wainwright","startTime":1218.743,"endTime":1218.753,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":1219.026,"endTime":1219.186,"body":"The"},{"speaker":"Mark Wainwright","startTime":1219.206,"endTime":1219.506,"body":"effort"},{"speaker":"Mark Wainwright","startTime":1219.506,"endTime":1219.626,"body":"is"},{"speaker":"Mark Wainwright","startTime":1219.626,"endTime":1219.966,"body":"taking"},{"speaker":"Mark Wainwright","startTime":1219.966,"endTime":1220.116,"body":"us"},{"speaker":"Mark Wainwright","startTime":1220.136,"endTime":1220.276,"body":"to"},{"speaker":"Mark Wainwright","startTime":1220.276,"endTime":1220.666,"body":"somewhere"},{"speaker":"Mark Wainwright","startTime":1220.666,"endTime":1220.826,"body":"where"},{"speaker":"Mark Wainwright","startTime":1220.826,"endTime":1221.246,"body":"we"},{"speaker":"Mark Wainwright","startTime":1221.386,"endTime":1221.686,"body":"shouldn't"},{"speaker":"Mark Wainwright","startTime":1221.696,"endTime":1222.056,"body":"be,"},{"speaker":"Mark Wainwright","startTime":1222.056,"endTime":1222.166,"body":"or"},{"speaker":"Mark Wainwright","startTime":1222.166,"endTime":1222.306,"body":"we"},{"speaker":"Mark Wainwright","startTime":1222.306,"endTime":1222.636,"body":"shouldn't"},{"speaker":"Mark Wainwright","startTime":1222.646,"endTime":1223.056,"body":"go,"},{"speaker":"Mark Wainwright","startTime":1223.066,"endTime":1223.326,"body":"or,"},{"speaker":"Mark Wainwright","startTime":1223.43,"endTime":1223.52,"body":"we"},{"speaker":"Mark Wainwright","startTime":1223.52,"endTime":1223.84,"body":"find"},{"speaker":"Mark Wainwright","startTime":1223.84,"endTime":1224.29,"body":"ourselves"},{"speaker":"Mark Wainwright","startTime":1224.29,"endTime":1224.38,"body":"in"},{"speaker":"Mark Wainwright","startTime":1224.38,"endTime":1224.52,"body":"this"},{"speaker":"Mark Wainwright","startTime":1224.52,"endTime":1224.78,"body":"place"},{"speaker":"Mark Wainwright","startTime":1224.78,"endTime":1224.85,"body":"where"},{"speaker":"Mark Wainwright","startTime":1224.85,"endTime":1224.96,"body":"we're"},{"speaker":"Mark Wainwright","startTime":1224.96,"endTime":1225.15,"body":"just"},{"speaker":"Mark Wainwright","startTime":1225.17,"endTime":1225.4,"body":"trying"},{"speaker":"Mark Wainwright","startTime":1225.4,"endTime":1225.46,"body":"to"},{"speaker":"Mark Wainwright","startTime":1225.46,"endTime":1225.6,"body":"be"},{"speaker":"Mark Wainwright","startTime":1225.6,"endTime":1225.91,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1225.91,"endTime":1225.93,"body":"to"},{"speaker":"Mark Wainwright","startTime":1225.93,"endTime":1226.51,"body":"everybody,"},{"speaker":"Mark Wainwright","startTime":1226.58,"endTime":1226.93,"body":"maybe,"},{"speaker":"Mark Wainwright","startTime":1226.97,"endTime":1227.19,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1227.19,"endTime":1227.31,"body":"where"},{"speaker":"Mark Wainwright","startTime":1227.31,"endTime":1227.41,"body":"we"},{"speaker":"Mark Wainwright","startTime":1227.41,"endTime":1227.78,"body":"stop,"},{"speaker":"Mark Wainwright","startTime":1228.04,"endTime":1228.3,"body":"right."},{"speaker":"Mark Wainwright","startTime":1228.6,"endTime":1228.78,"body":"And"},{"speaker":"Mark Wainwright","startTime":1228.78,"endTime":1228.91,"body":"then"},{"speaker":"Mark Wainwright","startTime":1228.91,"endTime":1229.3,"body":"vision,"},{"speaker":"Mark Wainwright","startTime":1229.3,"endTime":1229.46,"body":"what's"},{"speaker":"Mark Wainwright","startTime":1229.46,"endTime":1229.57,"body":"our"},{"speaker":"Mark Wainwright","startTime":1229.57,"endTime":1229.86,"body":"picture"},{"speaker":"Mark Wainwright","startTime":1229.86,"endTime":1229.98,"body":"of"},{"speaker":"Mark Wainwright","startTime":1229.98,"endTime":1230.4,"body":"success?"},{"speaker":"Mark Wainwright","startTime":1230.4,"endTime":1230.51,"body":"So"},{"speaker":"Mark Wainwright","startTime":1230.51,"endTime":1230.57,"body":"I"},{"speaker":"Mark Wainwright","startTime":1230.57,"endTime":1230.82,"body":"think"},{"speaker":"Mark Wainwright","startTime":1230.88,"endTime":1231.08,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1231.27,"endTime":1231.37,"body":"a"},{"speaker":"Mark Wainwright","startTime":1231.37,"endTime":1231.65,"body":"good"},{"speaker":"Mark Wainwright","startTime":1231.71,"endTime":1232.21,"body":"baseline"},{"speaker":"Mark Wainwright","startTime":1232.21,"endTime":1232.58,"body":"start"},{"speaker":"Mark Wainwright","startTime":1232.58,"endTime":1232.98,"body":"there."},{"speaker":"Mark Wainwright","startTime":1233.22,"endTime":1233.69,"body":"Then"},{"speaker":"Mark Wainwright","startTime":1233.7,"endTime":1233.82,"body":"I"},{"speaker":"Mark Wainwright","startTime":1233.82,"endTime":1234.18,"body":"think"},{"speaker":"Mark Wainwright","startTime":1234.21,"endTime":1234.33,"body":"an"},{"speaker":"Mark Wainwright","startTime":1234.33,"endTime":1234.73,"body":"important"},{"speaker":"Mark Wainwright","startTime":1234.76,"endTime":1235.25,"body":"component"},{"speaker":"Mark Wainwright","startTime":1235.29,"endTime":1235.47,"body":"of"},{"speaker":"Mark Wainwright","startTime":1235.47,"endTime":1235.72,"body":"this"},{"speaker":"Mark Wainwright","startTime":1235.74,"endTime":1235.92,"body":"is"},{"speaker":"Mark Wainwright","startTime":1235.92,"endTime":1236.12,"body":"just"},{"speaker":"Mark Wainwright","startTime":1236.12,"endTime":1236.18,"body":"a"},{"speaker":"Mark Wainwright","startTime":1236.18,"endTime":1236.77,"body":"basic"},{"speaker":"Mark Wainwright","startTime":1236.83,"endTime":1237.0,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1237.0,"endTime":1237.1,"body":"of"},{"speaker":"Mark Wainwright","startTime":1237.1,"endTime":1237.45,"body":"SWOT"},{"speaker":"Mark Wainwright","startTime":1237.45,"endTime":1238.05,"body":"analysis."},{"speaker":"Mark Wainwright","startTime":1238.88,"endTime":1239.11,"body":"Where"},{"speaker":"Mark Wainwright","startTime":1239.11,"endTime":1239.3,"body":"we"},{"speaker":"Mark Wainwright","startTime":1239.3,"endTime":1239.59,"body":"can"},{"speaker":"Mark Wainwright","startTime":1239.93,"endTime":1240.72,"body":"distill"},{"speaker":"Mark Wainwright","startTime":1240.73,"endTime":1241.04,"body":"our"},{"speaker":"Mark Wainwright","startTime":1241.05,"endTime":1241.52,"body":"internal"},{"speaker":"Mark Wainwright","startTime":1241.52,"endTime":1242.0,"body":"strengths"},{"speaker":"Mark Wainwright","startTime":1242.04,"endTime":1242.27,"body":"and"},{"speaker":"Mark Wainwright","startTime":1242.27,"endTime":1243.06,"body":"weaknesses,"},{"speaker":"Mark Wainwright","startTime":1243.38,"endTime":1243.73,"body":"and"},{"speaker":"Mark Wainwright","startTime":1243.73,"endTime":1244.1,"body":"then,"},{"speaker":"Mark Wainwright","startTime":1244.52,"endTime":1244.8,"body":"with"},{"speaker":"Mark Wainwright","startTime":1244.8,"endTime":1244.99,"body":"our"},{"speaker":"Mark Wainwright","startTime":1244.99,"endTime":1245.58,"body":"research"},{"speaker":"Mark Wainwright","startTime":1245.58,"endTime":1245.71,"body":"and"},{"speaker":"Mark Wainwright","startTime":1245.72,"endTime":1246.62,"body":"understanding,"},{"speaker":"Mark Wainwright","startTime":1246.86,"endTime":1247.12,"body":"we"},{"speaker":"Mark Wainwright","startTime":1247.12,"endTime":1247.33,"body":"can"},{"speaker":"Mark Wainwright","startTime":1247.34,"endTime":1247.64,"body":"start"},{"speaker":"Mark Wainwright","startTime":1247.64,"endTime":1247.78,"body":"to"},{"speaker":"Mark Wainwright","startTime":1247.78,"endTime":1248.63,"body":"identify"},{"speaker":"Mark Wainwright","startTime":1248.64,"endTime":1248.88,"body":"these"},{"speaker":"Mark Wainwright","startTime":1248.88,"endTime":1249.35,"body":"external"},{"speaker":"Mark Wainwright","startTime":1249.35,"endTime":1249.75,"body":"threats."},{"speaker":"Mark Wainwright","startTime":1250.255,"endTime":1250.445,"body":"And"},{"speaker":"Mark Wainwright","startTime":1250.445,"endTime":1251.175,"body":"opportunities."},{"speaker":"John Tyreman","startTime":1251.755,"endTime":1252.105,"body":"Okay."},{"speaker":"John Tyreman","startTime":1252.975,"endTime":1253.195,"body":"And"},{"speaker":"John Tyreman","startTime":1253.195,"endTime":1253.415,"body":"then"},{"speaker":"John Tyreman","startTime":1253.425,"endTime":1253.655,"body":"from"},{"speaker":"John Tyreman","startTime":1253.655,"endTime":1253.945,"body":"there,"},{"speaker":"John Tyreman","startTime":1253.945,"endTime":1254.015,"body":"the"},{"speaker":"John Tyreman","startTime":1254.025,"endTime":1254.455,"body":"content"},{"speaker":"John Tyreman","startTime":1254.455,"endTime":1255.175,"body":"development,"},{"speaker":"John Tyreman","startTime":1255.225,"endTime":1255.365,"body":"if"},{"speaker":"John Tyreman","startTime":1255.375,"endTime":1255.535,"body":"you"},{"speaker":"John Tyreman","startTime":1255.535,"endTime":1255.955,"body":"compare"},{"speaker":"John Tyreman","startTime":1255.955,"endTime":1256.095,"body":"and"},{"speaker":"John Tyreman","startTime":1256.095,"endTime":1256.705,"body":"contrast"},{"speaker":"John Tyreman","startTime":1256.705,"endTime":1256.805,"body":"a"},{"speaker":"John Tyreman","startTime":1256.805,"endTime":1257.185,"body":"segment"},{"speaker":"John Tyreman","startTime":1257.185,"endTime":1257.445,"body":"development"},{"speaker":"John Tyreman","startTime":1257.445,"endTime":1257.465,"body":"plan"},{"speaker":"John Tyreman","startTime":1257.465,"endTime":1257.76,"body":"to"},{"speaker":"John Tyreman","startTime":1257.76,"endTime":1258.056,"body":"an"},{"speaker":"John Tyreman","startTime":1258.056,"endTime":1258.351,"body":"account"},{"speaker":"John Tyreman","startTime":1258.351,"endTime":1258.647,"body":"development"},{"speaker":"John Tyreman","startTime":1258.647,"endTime":1258.942,"body":"plan,"},{"speaker":"John Tyreman","startTime":1258.942,"endTime":1259.238,"body":"an"},{"speaker":"John Tyreman","startTime":1259.238,"endTime":1259.533,"body":"account"},{"speaker":"John Tyreman","startTime":1259.533,"endTime":1259.829,"body":"development"},{"speaker":"John Tyreman","startTime":1259.829,"endTime":1260.124,"body":"plan,"},{"speaker":"John Tyreman","startTime":1260.124,"endTime":1260.42,"body":"there's"},{"speaker":"John Tyreman","startTime":1260.42,"endTime":1260.715,"body":"really"},{"speaker":"John Tyreman","startTime":1260.715,"endTime":1261.011,"body":"a"},{"speaker":"John Tyreman","startTime":1261.011,"endTime":1261.306,"body":"lot"},{"speaker":"John Tyreman","startTime":1261.306,"endTime":1261.602,"body":"of"},{"speaker":"John Tyreman","startTime":1261.602,"endTime":1261.897,"body":"one"},{"speaker":"John Tyreman","startTime":1261.897,"endTime":1262.193,"body":"on"},{"speaker":"John Tyreman","startTime":1262.193,"endTime":1262.488,"body":"one"},{"speaker":"John Tyreman","startTime":1262.488,"endTime":1262.784,"body":"communication"},{"speaker":"John Tyreman","startTime":1262.784,"endTime":1263.079,"body":"that"},{"speaker":"John Tyreman","startTime":1263.079,"endTime":1263.375,"body":"happens."},{"speaker":"John Tyreman","startTime":1263.975,"endTime":1264.665,"body":"Whereas"},{"speaker":"John Tyreman","startTime":1264.685,"endTime":1264.905,"body":"when"},{"speaker":"John Tyreman","startTime":1264.905,"endTime":1265.035,"body":"you're"},{"speaker":"John Tyreman","startTime":1265.045,"endTime":1265.555,"body":"developing"},{"speaker":"John Tyreman","startTime":1265.555,"endTime":1265.625,"body":"a"},{"speaker":"John Tyreman","startTime":1265.625,"endTime":1265.985,"body":"segment"},{"speaker":"John Tyreman","startTime":1265.985,"endTime":1266.455,"body":"plan,"},{"speaker":"John Tyreman","startTime":1266.615,"endTime":1266.825,"body":"there's"},{"speaker":"John Tyreman","startTime":1266.825,"endTime":1267.095,"body":"really"},{"speaker":"John Tyreman","startTime":1267.095,"endTime":1267.155,"body":"a"},{"speaker":"John Tyreman","startTime":1267.155,"endTime":1267.465,"body":"one"},{"speaker":"John Tyreman","startTime":1267.465,"endTime":1267.615,"body":"to"},{"speaker":"John Tyreman","startTime":1267.615,"endTime":1268.095,"body":"many"},{"speaker":"John Tyreman","startTime":1268.715,"endTime":1269.585,"body":"communication"},{"speaker":"John Tyreman","startTime":1269.835,"endTime":1270.015,"body":"that"},{"speaker":"John Tyreman","startTime":1270.025,"endTime":1270.635,"body":"happens."},{"speaker":"John Tyreman","startTime":1270.715,"endTime":1270.825,"body":"and"},{"speaker":"John Tyreman","startTime":1270.825,"endTime":1270.915,"body":"if"},{"speaker":"John Tyreman","startTime":1270.925,"endTime":1271.105,"body":"these"},{"speaker":"John Tyreman","startTime":1271.105,"endTime":1271.165,"body":"are"},{"speaker":"John Tyreman","startTime":1271.165,"endTime":1271.375,"body":"do"},{"speaker":"John Tyreman","startTime":1271.375,"endTime":1271.465,"body":"or"},{"speaker":"John Tyreman","startTime":1271.465,"endTime":1271.865,"body":"sellers"},{"speaker":"John Tyreman","startTime":1271.865,"endTime":1272.005,"body":"that"},{"speaker":"John Tyreman","startTime":1272.005,"endTime":1272.085,"body":"are"},{"speaker":"John Tyreman","startTime":1272.085,"endTime":1272.455,"body":"listening"},{"speaker":"John Tyreman","startTime":1272.455,"endTime":1272.565,"body":"to"},{"speaker":"John Tyreman","startTime":1272.565,"endTime":1272.755,"body":"this"},{"speaker":"John Tyreman","startTime":1272.755,"endTime":1272.865,"body":"and"},{"speaker":"John Tyreman","startTime":1272.865,"endTime":1272.935,"body":"the"},{"speaker":"John Tyreman","startTime":1272.935,"endTime":1273.205,"body":"ones"},{"speaker":"John Tyreman","startTime":1273.205,"endTime":1273.445,"body":"that"},{"speaker":"John Tyreman","startTime":1273.475,"endTime":1273.605,"body":"are"},{"speaker":"John Tyreman","startTime":1273.605,"endTime":1273.735,"body":"going"},{"speaker":"John Tyreman","startTime":1273.735,"endTime":1273.815,"body":"to"},{"speaker":"John Tyreman","startTime":1273.825,"endTime":1274.015,"body":"be"},{"speaker":"John Tyreman","startTime":1274.015,"endTime":1274.125,"body":"on"},{"speaker":"John Tyreman","startTime":1274.125,"endTime":1274.215,"body":"the"},{"speaker":"John Tyreman","startTime":1274.215,"endTime":1274.475,"body":"hook"},{"speaker":"John Tyreman","startTime":1274.475,"endTime":1274.595,"body":"for"},{"speaker":"John Tyreman","startTime":1274.595,"endTime":1275.055,"body":"creating"},{"speaker":"John Tyreman","startTime":1275.055,"endTime":1275.145,"body":"the"},{"speaker":"John Tyreman","startTime":1275.155,"endTime":1275.655,"body":"content,"},{"speaker":"John Tyreman","startTime":1275.675,"endTime":1275.725,"body":"I"},{"speaker":"John Tyreman","startTime":1275.735,"endTime":1275.925,"body":"think"},{"speaker":"John Tyreman","startTime":1275.925,"endTime":1276.045,"body":"this"},{"speaker":"John Tyreman","startTime":1276.055,"endTime":1276.175,"body":"is"},{"speaker":"John Tyreman","startTime":1276.175,"endTime":1276.285,"body":"where"},{"speaker":"John Tyreman","startTime":1276.285,"endTime":1276.455,"body":"you"},{"speaker":"John Tyreman","startTime":1276.455,"endTime":1276.715,"body":"really"},{"speaker":"John Tyreman","startTime":1276.715,"endTime":1276.845,"body":"need"},{"speaker":"John Tyreman","startTime":1276.845,"endTime":1276.935,"body":"to"},{"speaker":"John Tyreman","startTime":1276.935,"endTime":1277.165,"body":"lean"},{"speaker":"John Tyreman","startTime":1277.165,"endTime":1277.405,"body":"into"},{"speaker":"John Tyreman","startTime":1277.405,"endTime":1277.565,"body":"your"},{"speaker":"John Tyreman","startTime":1277.565,"endTime":1278.005,"body":"skills."},{"speaker":"John Tyreman","startTime":1278.005,"endTime":1278.115,"body":"Are"},{"speaker":"John Tyreman","startTime":1278.115,"endTime":1278.245,"body":"you"},{"speaker":"John Tyreman","startTime":1278.245,"endTime":1278.305,"body":"a"},{"speaker":"John Tyreman","startTime":1278.305,"endTime":1278.615,"body":"better"},{"speaker":"John Tyreman","startTime":1278.615,"endTime":1278.995,"body":"writer?"},{"speaker":"John Tyreman","startTime":1279.41,"endTime":1279.52,"body":"Or"},{"speaker":"John Tyreman","startTime":1279.52,"endTime":1279.56,"body":"are"},{"speaker":"John Tyreman","startTime":1279.56,"endTime":1279.68,"body":"you"},{"speaker":"John Tyreman","startTime":1279.68,"endTime":1279.74,"body":"a"},{"speaker":"John Tyreman","startTime":1279.74,"endTime":1279.97,"body":"better"},{"speaker":"John Tyreman","startTime":1279.97,"endTime":1280.66,"body":"speaker?"},{"speaker":"John Tyreman","startTime":1281.12,"endTime":1281.21,"body":"And"},{"speaker":"John Tyreman","startTime":1281.21,"endTime":1281.33,"body":"if"},{"speaker":"John Tyreman","startTime":1281.33,"endTime":1281.44,"body":"you're"},{"speaker":"John Tyreman","startTime":1281.44,"endTime":1281.49,"body":"a"},{"speaker":"John Tyreman","startTime":1281.49,"endTime":1281.76,"body":"better"},{"speaker":"John Tyreman","startTime":1281.76,"endTime":1282.25,"body":"writer,"},{"speaker":"John Tyreman","startTime":1282.26,"endTime":1282.32,"body":"then"},{"speaker":"John Tyreman","startTime":1282.34,"endTime":1282.62,"body":"maybe"},{"speaker":"John Tyreman","startTime":1282.62,"endTime":1282.99,"body":"email"},{"speaker":"John Tyreman","startTime":1282.99,"endTime":1283.61,"body":"marketing,"},{"speaker":"John Tyreman","startTime":1283.62,"endTime":1284.17,"body":"blogging,"},{"speaker":"John Tyreman","startTime":1284.18,"endTime":1284.58,"body":"social"},{"speaker":"John Tyreman","startTime":1284.58,"endTime":1285.04,"body":"media"},{"speaker":"John Tyreman","startTime":1285.04,"endTime":1285.25,"body":"might"},{"speaker":"John Tyreman","startTime":1285.25,"endTime":1285.37,"body":"be"},{"speaker":"John Tyreman","startTime":1285.37,"endTime":1285.53,"body":"your"},{"speaker":"John Tyreman","startTime":1285.53,"endTime":1286.03,"body":"bag."},{"speaker":"John Tyreman","startTime":1286.42,"endTime":1286.6,"body":"But"},{"speaker":"John Tyreman","startTime":1286.6,"endTime":1286.72,"body":"if"},{"speaker":"John Tyreman","startTime":1286.72,"endTime":1286.87,"body":"you're"},{"speaker":"John Tyreman","startTime":1286.87,"endTime":1286.93,"body":"a"},{"speaker":"John Tyreman","startTime":1286.93,"endTime":1287.17,"body":"better"},{"speaker":"John Tyreman","startTime":1287.17,"endTime":1287.83,"body":"speaker,"},{"speaker":"John Tyreman","startTime":1287.84,"endTime":1287.92,"body":"then"},{"speaker":"John Tyreman","startTime":1287.93,"endTime":1288.18,"body":"maybe"},{"speaker":"John Tyreman","startTime":1288.18,"endTime":1289.59,"body":"podcasting"},{"speaker":"John Tyreman","startTime":1289.59,"endTime":1289.59,"body":"webinars"},{"speaker":"John Tyreman","startTime":1289.59,"endTime":1289.68,"body":"and"},{"speaker":"John Tyreman","startTime":1289.68,"endTime":1290.14,"body":"videos"},{"speaker":"John Tyreman","startTime":1290.17,"endTime":1290.35,"body":"might"},{"speaker":"John Tyreman","startTime":1290.35,"endTime":1290.48,"body":"be"},{"speaker":"John Tyreman","startTime":1290.48,"endTime":1290.52,"body":"a"},{"speaker":"John Tyreman","startTime":1290.52,"endTime":1290.94,"body":"better"},{"speaker":"John Tyreman","startTime":1291.53,"endTime":1292.27,"body":"content"},{"speaker":"John Tyreman","startTime":1292.27,"endTime":1292.63,"body":"to"},{"speaker":"John Tyreman","startTime":1292.67,"endTime":1292.81,"body":"kind"},{"speaker":"John Tyreman","startTime":1292.81,"endTime":1292.9,"body":"of"},{"speaker":"John Tyreman","startTime":1292.9,"endTime":1293.05,"body":"put"},{"speaker":"John Tyreman","startTime":1293.05,"endTime":1293.24,"body":"out"},{"speaker":"John Tyreman","startTime":1293.24,"endTime":1293.5,"body":"there."},{"speaker":"Mark Wainwright","startTime":1293.521,"endTime":1293.831,"body":"Yeah,"},{"speaker":"Mark Wainwright","startTime":1293.851,"endTime":1294.016,"body":"this"},{"speaker":"Mark Wainwright","startTime":1294.016,"endTime":1294.166,"body":"is"},{"speaker":"Mark Wainwright","startTime":1294.166,"endTime":1294.276,"body":"the"},{"speaker":"Mark Wainwright","startTime":1294.276,"endTime":1294.636,"body":"point,"},{"speaker":"Mark Wainwright","startTime":1294.646,"endTime":1294.746,"body":"you"},{"speaker":"Mark Wainwright","startTime":1294.746,"endTime":1294.856,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1294.856,"endTime":1295.046,"body":"you've"},{"speaker":"Mark Wainwright","startTime":1295.046,"endTime":1295.246,"body":"done"},{"speaker":"Mark Wainwright","startTime":1295.246,"endTime":1295.406,"body":"that"},{"speaker":"Mark Wainwright","startTime":1295.406,"endTime":1295.716,"body":"SWOT"},{"speaker":"Mark Wainwright","startTime":1295.716,"endTime":1296.516,"body":"analysis."},{"speaker":"Mark Wainwright","startTime":1296.556,"endTime":1296.996,"body":"Hopefully"},{"speaker":"Mark Wainwright","startTime":1296.996,"endTime":1297.186,"body":"you've"},{"speaker":"Mark Wainwright","startTime":1297.206,"endTime":1297.396,"body":"come"},{"speaker":"Mark Wainwright","startTime":1297.396,"endTime":1297.526,"body":"up"},{"speaker":"Mark Wainwright","startTime":1297.536,"endTime":1297.776,"body":"with"},{"speaker":"Mark Wainwright","startTime":1297.776,"endTime":1297.986,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1297.986,"endTime":1298.146,"body":"of"},{"speaker":"Mark Wainwright","startTime":1298.156,"endTime":1298.416,"body":"this"},{"speaker":"Mark Wainwright","startTime":1298.426,"endTime":1298.966,"body":"offer,"},{"speaker":"Mark Wainwright","startTime":1299.196,"endTime":1299.386,"body":"where"},{"speaker":"Mark Wainwright","startTime":1299.386,"endTime":1299.526,"body":"we"},{"speaker":"Mark Wainwright","startTime":1299.526,"endTime":1299.736,"body":"fit"},{"speaker":"Mark Wainwright","startTime":1299.736,"endTime":1299.826,"body":"in"},{"speaker":"Mark Wainwright","startTime":1299.826,"endTime":1299.926,"body":"the"},{"speaker":"Mark Wainwright","startTime":1299.926,"endTime":1300.506,"body":"universe,"},{"speaker":"Mark Wainwright","startTime":1300.516,"endTime":1300.636,"body":"you"},{"speaker":"Mark Wainwright","startTime":1300.636,"endTime":1300.746,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1300.746,"endTime":1300.906,"body":"what"},{"speaker":"Mark Wainwright","startTime":1300.906,"endTime":1301.026,"body":"is"},{"speaker":"Mark Wainwright","startTime":1301.026,"endTime":1301.176,"body":"our"},{"speaker":"Mark Wainwright","startTime":1301.196,"endTime":1301.566,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1301.566,"endTime":1301.726,"body":"to"},{"speaker":"Mark Wainwright","startTime":1301.726,"endTime":1301.886,"body":"this"},{"speaker":"Mark Wainwright","startTime":1301.886,"endTime":1302.126,"body":"segment?"},{"speaker":"Mark Wainwright","startTime":1302.156,"endTime":1302.306,"body":"What"},{"speaker":"Mark Wainwright","startTime":1302.306,"endTime":1302.376,"body":"do"},{"speaker":"Mark Wainwright","startTime":1302.376,"endTime":1302.526,"body":"we"},{"speaker":"Mark Wainwright","startTime":1302.526,"endTime":1302.876,"body":"do"},{"speaker":"Mark Wainwright","startTime":1303.136,"endTime":1303.736,"body":"well"},{"speaker":"Mark Wainwright","startTime":1303.886,"endTime":1304.076,"body":"or"},{"speaker":"Mark Wainwright","startTime":1304.086,"endTime":1304.436,"body":"better"},{"speaker":"Mark Wainwright","startTime":1304.436,"endTime":1304.656,"body":"than"},{"speaker":"Mark Wainwright","startTime":1304.666,"endTime":1305.306,"body":"others?"},{"speaker":"Mark Wainwright","startTime":1305.496,"endTime":1305.756,"body":"and,"},{"speaker":"Mark Wainwright","startTime":1305.756,"endTime":1305.936,"body":"what"},{"speaker":"Mark Wainwright","startTime":1305.936,"endTime":1306.066,"body":"is"},{"speaker":"Mark Wainwright","startTime":1306.076,"endTime":1306.196,"body":"the"},{"speaker":"Mark Wainwright","startTime":1306.196,"endTime":1306.676,"body":"specific"},{"speaker":"Mark Wainwright","startTime":1306.686,"endTime":1307.036,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1307.036,"endTime":1307.306,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1307.306,"endTime":1307.456,"body":"that"},{"speaker":"Mark Wainwright","startTime":1307.456,"endTime":1307.606,"body":"we"},{"speaker":"Mark Wainwright","startTime":1307.606,"endTime":1307.966,"body":"have?"},{"speaker":"Mark Wainwright","startTime":1308.096,"endTime":1308.326,"body":"And"},{"speaker":"Mark Wainwright","startTime":1308.326,"endTime":1308.456,"body":"then"},{"speaker":"Mark Wainwright","startTime":1308.456,"endTime":1308.606,"body":"you"},{"speaker":"Mark Wainwright","startTime":1308.606,"endTime":1308.736,"body":"can"},{"speaker":"Mark Wainwright","startTime":1308.736,"endTime":1309.016,"body":"start"},{"speaker":"Mark Wainwright","startTime":1309.026,"endTime":1309.406,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1309.406,"endTime":1309.536,"body":"all"},{"speaker":"Mark Wainwright","startTime":1309.536,"endTime":1309.666,"body":"this"},{"speaker":"Mark Wainwright","startTime":1309.666,"endTime":1310.196,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":1310.206,"endTime":1310.636,"body":"content"},{"speaker":"Mark Wainwright","startTime":1310.686,"endTime":1311.066,"body":"around"},{"speaker":"Mark Wainwright","startTime":1311.066,"endTime":1311.336,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1311.536,"endTime":1311.663,"body":"your"},{"speaker":"Mark Wainwright","startTime":1311.663,"endTime":1311.963,"body":"goal"},{"speaker":"Mark Wainwright","startTime":1311.963,"endTime":1312.463,"body":"here,"},{"speaker":"Mark Wainwright","startTime":1312.569,"endTime":1312.869,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1313.364,"endTime":1313.604,"body":"Maybe"},{"speaker":"Mark Wainwright","startTime":1313.604,"endTime":1313.934,"body":"use"},{"speaker":"Mark Wainwright","startTime":1313.934,"endTime":1314.204,"body":"this"},{"speaker":"Mark Wainwright","startTime":1314.344,"endTime":1314.654,"body":"term"},{"speaker":"Mark Wainwright","startTime":1314.832,"endTime":1314.962,"body":"in"},{"speaker":"Mark Wainwright","startTime":1314.962,"endTime":1315.052,"body":"the"},{"speaker":"Mark Wainwright","startTime":1315.052,"endTime":1315.302,"body":"past."},{"speaker":"Mark Wainwright","startTime":1315.302,"endTime":1315.342,"body":"I"},{"speaker":"Mark Wainwright","startTime":1315.342,"endTime":1315.482,"body":"know"},{"speaker":"Mark Wainwright","startTime":1315.482,"endTime":1315.602,"body":"I've"},{"speaker":"Mark Wainwright","startTime":1315.612,"endTime":1316.002,"body":"heard"},{"speaker":"Mark Wainwright","startTime":1316.002,"endTime":1316.322,"body":"about"},{"speaker":"Mark Wainwright","startTime":1316.322,"endTime":1316.432,"body":"it"},{"speaker":"Mark Wainwright","startTime":1316.432,"endTime":1316.562,"body":"is"},{"speaker":"Mark Wainwright","startTime":1316.562,"endTime":1316.702,"body":"that"},{"speaker":"Mark Wainwright","startTime":1316.702,"endTime":1316.812,"body":"you"},{"speaker":"Mark Wainwright","startTime":1316.812,"endTime":1316.982,"body":"want"},{"speaker":"Mark Wainwright","startTime":1316.982,"endTime":1317.032,"body":"to"},{"speaker":"Mark Wainwright","startTime":1317.042,"endTime":1317.442,"body":"become"},{"speaker":"Mark Wainwright","startTime":1317.442,"endTime":1317.622,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1317.672,"endTime":1318.352,"body":"recognized"},{"speaker":"Mark Wainwright","startTime":1318.352,"endTime":1318.932,"body":"authority,"},{"speaker":"Mark Wainwright","startTime":1318.972,"endTime":1319.032,"body":"a"},{"speaker":"Mark Wainwright","startTime":1319.032,"endTime":1319.512,"body":"visible"},{"speaker":"Mark Wainwright","startTime":1319.512,"endTime":1319.922,"body":"authority"},{"speaker":"Mark Wainwright","startTime":1319.922,"endTime":1320.062,"body":"you"},{"speaker":"Mark Wainwright","startTime":1320.062,"endTime":1320.302,"body":"want"},{"speaker":"Mark Wainwright","startTime":1320.312,"endTime":1320.502,"body":"to"},{"speaker":"Mark Wainwright","startTime":1320.512,"endTime":1321.082,"body":"be,"},{"speaker":"Mark Wainwright","startTime":1321.572,"endTime":1322.172,"body":"recognized"},{"speaker":"Mark Wainwright","startTime":1322.172,"endTime":1322.242,"body":"in"},{"speaker":"Mark Wainwright","startTime":1322.242,"endTime":1322.332,"body":"the"},{"speaker":"Mark Wainwright","startTime":1322.332,"endTime":1323.432,"body":"marketplace,"},{"speaker":"Mark Wainwright","startTime":1323.502,"endTime":1323.752,"body":"not"},{"speaker":"Mark Wainwright","startTime":1323.752,"endTime":1324.162,"body":"just,"},{"speaker":"Mark Wainwright","startTime":1324.202,"endTime":1324.822,"body":"from"},{"speaker":"Mark Wainwright","startTime":1325.152,"endTime":1325.712,"body":"the"},{"speaker":"Mark Wainwright","startTime":1325.932,"endTime":1326.142,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1326.142,"endTime":1326.342,"body":"of"},{"speaker":"Mark Wainwright","startTime":1326.502,"endTime":1327.262,"body":"resume"},{"speaker":"Mark Wainwright","startTime":1327.262,"endTime":1327.422,"body":"or"},{"speaker":"Mark Wainwright","startTime":1327.422,"endTime":1327.882,"body":"project"},{"speaker":"Mark Wainwright","startTime":1327.882,"endTime":1328.122,"body":"list"},{"speaker":"Mark Wainwright","startTime":1328.122,"endTime":1328.262,"body":"of"},{"speaker":"Mark Wainwright","startTime":1328.262,"endTime":1328.462,"body":"work"},{"speaker":"Mark Wainwright","startTime":1328.462,"endTime":1328.962,"body":"completed,"},{"speaker":"Mark Wainwright","startTime":1328.962,"endTime":1329.132,"body":"but"},{"speaker":"Mark Wainwright","startTime":1329.132,"endTime":1329.522,"body":"also"},{"speaker":"Mark Wainwright","startTime":1329.572,"endTime":1329.952,"body":"your"},{"speaker":"Mark Wainwright","startTime":1329.952,"endTime":1331.072,"body":"perspective."},{"speaker":"Mark Wainwright","startTime":1331.397,"endTime":1331.547,"body":"that"},{"speaker":"Mark Wainwright","startTime":1331.547,"endTime":1331.657,"body":"you"},{"speaker":"Mark Wainwright","startTime":1331.657,"endTime":1331.857,"body":"put"},{"speaker":"Mark Wainwright","startTime":1331.857,"endTime":1331.997,"body":"out"},{"speaker":"Mark Wainwright","startTime":1331.997,"endTime":1332.167,"body":"into"},{"speaker":"Mark Wainwright","startTime":1332.167,"endTime":1332.227,"body":"the"},{"speaker":"Mark Wainwright","startTime":1332.227,"endTime":1332.997,"body":"marketplaces"},{"speaker":"Mark Wainwright","startTime":1333.047,"endTime":1333.207,"body":"is"},{"speaker":"Mark Wainwright","startTime":1333.207,"endTime":1333.427,"body":"one"},{"speaker":"Mark Wainwright","startTime":1333.427,"endTime":1333.637,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1333.647,"endTime":1333.997,"body":"widely"},{"speaker":"Mark Wainwright","startTime":1333.997,"endTime":1334.607,"body":"embraced"},{"speaker":"Mark Wainwright","startTime":1334.897,"endTime":1335.397,"body":"and"},{"speaker":"Mark Wainwright","startTime":1336.177,"endTime":1336.667,"body":"elevates"},{"speaker":"Mark Wainwright","startTime":1336.667,"endTime":1336.807,"body":"you"},{"speaker":"Mark Wainwright","startTime":1336.807,"endTime":1336.947,"body":"to"},{"speaker":"Mark Wainwright","startTime":1336.947,"endTime":1337.117,"body":"that"},{"speaker":"Mark Wainwright","startTime":1337.117,"endTime":1337.357,"body":"point"},{"speaker":"Mark Wainwright","startTime":1337.357,"endTime":1337.447,"body":"of"},{"speaker":"Mark Wainwright","startTime":1337.457,"endTime":1337.737,"body":"being"},{"speaker":"Mark Wainwright","startTime":1337.737,"endTime":1337.817,"body":"a"},{"speaker":"Mark Wainwright","startTime":1337.817,"endTime":1338.347,"body":"recognized"},{"speaker":"Mark Wainwright","startTime":1338.347,"endTime":1338.877,"body":"authority."},{"speaker":"Mark Wainwright","startTime":1338.877,"endTime":1339.317,"body":"So"},{"speaker":"Mark Wainwright","startTime":1339.627,"endTime":1339.757,"body":"we"},{"speaker":"Mark Wainwright","startTime":1339.757,"endTime":1339.967,"body":"find"},{"speaker":"Mark Wainwright","startTime":1339.967,"endTime":1340.067,"body":"out"},{"speaker":"Mark Wainwright","startTime":1340.067,"endTime":1340.217,"body":"what"},{"speaker":"Mark Wainwright","startTime":1340.217,"endTime":1340.367,"body":"that"},{"speaker":"Mark Wainwright","startTime":1340.367,"endTime":1340.817,"body":"specific"},{"speaker":"Mark Wainwright","startTime":1340.827,"endTime":1341.167,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1341.167,"endTime":1341.527,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1341.527,"endTime":1341.697,"body":"we"},{"speaker":"Mark Wainwright","startTime":1341.697,"endTime":1341.887,"body":"pull"},{"speaker":"Mark Wainwright","startTime":1341.887,"endTime":1342.257,"body":"together"},{"speaker":"Mark Wainwright","startTime":1342.257,"endTime":1342.627,"body":"existing"},{"speaker":"Mark Wainwright","startTime":1342.627,"endTime":1342.997,"body":"content,"},{"speaker":"Mark Wainwright","startTime":1342.997,"endTime":1343.097,"body":"and"},{"speaker":"Mark Wainwright","startTime":1343.097,"endTime":1343.167,"body":"then"},{"speaker":"Mark Wainwright","startTime":1343.167,"endTime":1343.297,"body":"we"},{"speaker":"Mark Wainwright","startTime":1343.347,"endTime":1343.617,"body":"also"},{"speaker":"Mark Wainwright","startTime":1343.617,"endTime":1344.027,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1344.047,"endTime":1344.247,"body":"new"},{"speaker":"Mark Wainwright","startTime":1344.247,"endTime":1344.867,"body":"content."},{"speaker":"Mark Wainwright","startTime":1345.137,"endTime":1345.237,"body":"And"},{"speaker":"Mark Wainwright","startTime":1345.237,"endTime":1345.367,"body":"this"},{"speaker":"Mark Wainwright","startTime":1345.367,"endTime":1345.557,"body":"new"},{"speaker":"Mark Wainwright","startTime":1345.557,"endTime":1346.267,"body":"content"},{"speaker":"Mark Wainwright","startTime":1346.557,"endTime":1347.087,"body":"is"},{"speaker":"Mark Wainwright","startTime":1347.317,"endTime":1347.557,"body":"1"},{"speaker":"Mark Wainwright","startTime":1347.567,"endTime":1347.657,"body":"to"},{"speaker":"Mark Wainwright","startTime":1347.657,"endTime":1348.027,"body":"many"},{"speaker":"Mark Wainwright","startTime":1348.087,"endTime":1348.607,"body":"content,"},{"speaker":"Mark Wainwright","startTime":1349.357,"endTime":1349.537,"body":"and"},{"speaker":"Mark Wainwright","startTime":1349.537,"endTime":1349.687,"body":"then"},{"speaker":"Mark Wainwright","startTime":1349.697,"endTime":1350.327,"body":"hopefully"},{"speaker":"Mark Wainwright","startTime":1350.357,"endTime":1350.657,"body":"transitions"},{"speaker":"Mark Wainwright","startTime":1350.657,"endTime":1350.657,"body":"to"},{"speaker":"Mark Wainwright","startTime":1350.657,"endTime":1351.227,"body":"1"},{"speaker":"Mark Wainwright","startTime":1351.237,"endTime":1351.337,"body":"to"},{"speaker":"Mark Wainwright","startTime":1351.337,"endTime":1351.557,"body":"1"},{"speaker":"Mark Wainwright","startTime":1351.567,"endTime":1352.087,"body":"content"},{"speaker":"Mark Wainwright","startTime":1352.287,"endTime":1352.477,"body":"that"},{"speaker":"Mark Wainwright","startTime":1352.477,"endTime":1352.627,"body":"we"},{"speaker":"Mark Wainwright","startTime":1352.627,"endTime":1352.807,"body":"can"},{"speaker":"Mark Wainwright","startTime":1352.817,"endTime":1353.137,"body":"use"},{"speaker":"Mark Wainwright","startTime":1353.137,"endTime":1353.287,"body":"in"},{"speaker":"Mark Wainwright","startTime":1353.287,"endTime":1353.507,"body":"these"},{"speaker":"Mark Wainwright","startTime":1353.507,"endTime":1354.337,"body":"conversations."},{"speaker":"Mark Wainwright","startTime":1354.946,"endTime":1355.096,"body":"You"},{"speaker":"Mark Wainwright","startTime":1355.096,"endTime":1355.256,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1355.256,"endTime":1355.686,"body":"the"},{"speaker":"Mark Wainwright","startTime":1356.186,"endTime":1356.466,"body":"Hey,"},{"speaker":"Mark Wainwright","startTime":1356.512,"endTime":1356.876,"body":"great"},{"speaker":"Mark Wainwright","startTime":1356.876,"endTime":1357.386,"body":"introductory"},{"speaker":"Mark Wainwright","startTime":1357.386,"endTime":1357.786,"body":"meeting."},{"speaker":"Mark Wainwright","startTime":1357.786,"endTime":1357.936,"body":"So"},{"speaker":"Mark Wainwright","startTime":1357.936,"endTime":1358.126,"body":"nice"},{"speaker":"Mark Wainwright","startTime":1358.126,"endTime":1358.206,"body":"to"},{"speaker":"Mark Wainwright","startTime":1358.206,"endTime":1358.446,"body":"meet"},{"speaker":"Mark Wainwright","startTime":1358.446,"endTime":1358.806,"body":"you."},{"speaker":"Mark Wainwright","startTime":1358.976,"endTime":1359.066,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1359.066,"endTime":1359.176,"body":"going"},{"speaker":"Mark Wainwright","startTime":1359.176,"endTime":1359.236,"body":"to"},{"speaker":"Mark Wainwright","startTime":1359.236,"endTime":1359.476,"body":"follow"},{"speaker":"Mark Wainwright","startTime":1359.476,"endTime":1359.666,"body":"that"},{"speaker":"Mark Wainwright","startTime":1359.676,"endTime":1359.856,"body":"up"},{"speaker":"Mark Wainwright","startTime":1359.856,"endTime":1360.196,"body":"with,"},{"speaker":"Mark Wainwright","startTime":1360.586,"endTime":1360.796,"body":"this"},{"speaker":"Mark Wainwright","startTime":1360.796,"endTime":1360.936,"body":"little"},{"speaker":"Mark Wainwright","startTime":1360.936,"endTime":1361.126,"body":"piece"},{"speaker":"Mark Wainwright","startTime":1361.126,"endTime":1361.216,"body":"of"},{"speaker":"Mark Wainwright","startTime":1361.216,"endTime":1361.736,"body":"information."},{"speaker":"Mark Wainwright","startTime":1361.736,"endTime":1361.866,"body":"Is"},{"speaker":"Mark Wainwright","startTime":1361.866,"endTime":1361.946,"body":"it"},{"speaker":"Mark Wainwright","startTime":1361.946,"endTime":1362.296,"body":"okay"},{"speaker":"Mark Wainwright","startTime":1362.296,"endTime":1362.476,"body":"if"},{"speaker":"Mark Wainwright","startTime":1362.476,"endTime":1362.796,"body":"I,"},{"speaker":"Mark Wainwright","startTime":1362.816,"endTime":1363.046,"body":"send"},{"speaker":"Mark Wainwright","startTime":1363.046,"endTime":1363.166,"body":"you"},{"speaker":"Mark Wainwright","startTime":1363.166,"endTime":1363.236,"body":"a"},{"speaker":"Mark Wainwright","startTime":1363.236,"endTime":1363.576,"body":"link"},{"speaker":"Mark Wainwright","startTime":1363.626,"endTime":1364.186,"body":"to,"},{"speaker":"Mark Wainwright","startTime":1364.496,"endTime":1364.586,"body":"a"},{"speaker":"Mark Wainwright","startTime":1364.586,"endTime":1365.176,"body":"podcast"},{"speaker":"Mark Wainwright","startTime":1365.186,"endTime":1365.326,"body":"that"},{"speaker":"Mark Wainwright","startTime":1365.326,"endTime":1365.406,"body":"I"},{"speaker":"Mark Wainwright","startTime":1365.406,"endTime":1365.726,"body":"appeared"},{"speaker":"Mark Wainwright","startTime":1365.726,"endTime":1365.856,"body":"on"},{"speaker":"Mark Wainwright","startTime":1365.866,"endTime":1366.396,"body":"recently"},{"speaker":"Mark Wainwright","startTime":1366.396,"endTime":1366.526,"body":"where"},{"speaker":"Mark Wainwright","startTime":1366.526,"endTime":1366.596,"body":"I"},{"speaker":"Mark Wainwright","startTime":1366.596,"endTime":1366.826,"body":"talked"},{"speaker":"Mark Wainwright","startTime":1366.836,"endTime":1367.046,"body":"about"},{"speaker":"Mark Wainwright","startTime":1367.046,"endTime":1367.216,"body":"this"},{"speaker":"Mark Wainwright","startTime":1367.216,"endTime":1367.596,"body":"exact"},{"speaker":"Mark Wainwright","startTime":1367.596,"endTime":1368.026,"body":"topic,"},{"speaker":"Mark Wainwright","startTime":1368.102,"endTime":1368.242,"body":"So"},{"speaker":"Mark Wainwright","startTime":1368.242,"endTime":1368.442,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1368.472,"endTime":1368.782,"body":"that"},{"speaker":"Mark Wainwright","startTime":1368.782,"endTime":1368.882,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1368.882,"endTime":1368.982,"body":"of"},{"speaker":"Mark Wainwright","startTime":1368.982,"endTime":1369.012,"body":"a"},{"speaker":"Mark Wainwright","startTime":1369.012,"endTime":1369.212,"body":"thing."},{"speaker":"John Tyreman","startTime":1369.627,"endTime":1369.727,"body":"All"},{"speaker":"John Tyreman","startTime":1369.727,"endTime":1369.847,"body":"right,"},{"speaker":"John Tyreman","startTime":1369.867,"endTime":1370.127,"body":"Mark,"},{"speaker":"John Tyreman","startTime":1370.127,"endTime":1370.317,"body":"we've"},{"speaker":"John Tyreman","startTime":1370.317,"endTime":1370.767,"body":"teased"},{"speaker":"John Tyreman","startTime":1370.767,"endTime":1371.017,"body":"this"},{"speaker":"John Tyreman","startTime":1371.037,"endTime":1371.657,"body":"offer"},{"speaker":"John Tyreman","startTime":1371.827,"endTime":1372.077,"body":"quite"},{"speaker":"John Tyreman","startTime":1372.077,"endTime":1372.137,"body":"a"},{"speaker":"John Tyreman","startTime":1372.137,"endTime":1372.327,"body":"few"},{"speaker":"John Tyreman","startTime":1372.327,"endTime":1372.977,"body":"times"},{"speaker":"John Tyreman","startTime":1373.207,"endTime":1373.397,"body":"in"},{"speaker":"John Tyreman","startTime":1373.397,"endTime":1373.597,"body":"this"},{"speaker":"John Tyreman","startTime":1373.597,"endTime":1374.127,"body":"episode."},{"speaker":"John Tyreman","startTime":1374.127,"endTime":1374.227,"body":"I"},{"speaker":"John Tyreman","startTime":1374.227,"endTime":1374.477,"body":"want"},{"speaker":"John Tyreman","startTime":1374.537,"endTime":1374.557,"body":"to"},{"speaker":"John Tyreman","startTime":1374.557,"endTime":1374.807,"body":"dig"},{"speaker":"John Tyreman","startTime":1374.807,"endTime":1375.037,"body":"into"},{"speaker":"John Tyreman","startTime":1375.037,"endTime":1375.307,"body":"that."},{"speaker":"John Tyreman","startTime":1375.307,"endTime":1375.417,"body":"So"},{"speaker":"John Tyreman","startTime":1375.417,"endTime":1375.687,"body":"let's"},{"speaker":"John Tyreman","startTime":1375.687,"endTime":1375.957,"body":"talk"},{"speaker":"John Tyreman","startTime":1375.967,"endTime":1376.487,"body":"about"},{"speaker":"John Tyreman","startTime":1376.557,"endTime":1377.297,"body":"developing"},{"speaker":"John Tyreman","startTime":1377.547,"endTime":1377.657,"body":"a"},{"speaker":"John Tyreman","startTime":1377.657,"endTime":1378.347,"body":"focused"},{"speaker":"John Tyreman","startTime":1378.417,"endTime":1379.027,"body":"offer"},{"speaker":"John Tyreman","startTime":1379.117,"endTime":1379.737,"body":"for."},{"speaker":"John Tyreman","startTime":1379.987,"endTime":1380.337,"body":"Your"},{"speaker":"John Tyreman","startTime":1380.337,"endTime":1380.877,"body":"segment"},{"speaker":"John Tyreman","startTime":1380.877,"endTime":1380.977,"body":"that"},{"speaker":"John Tyreman","startTime":1380.977,"endTime":1381.077,"body":"you're"},{"speaker":"John Tyreman","startTime":1381.077,"endTime":1381.327,"body":"going"},{"speaker":"John Tyreman","startTime":1381.327,"endTime":1381.777,"body":"after."},{"speaker":"John Tyreman","startTime":1382.067,"endTime":1382.177,"body":"So"},{"speaker":"John Tyreman","startTime":1382.177,"endTime":1382.317,"body":"like,"},{"speaker":"John Tyreman","startTime":1382.317,"endTime":1382.417,"body":"where"},{"speaker":"John Tyreman","startTime":1382.417,"endTime":1382.477,"body":"do"},{"speaker":"John Tyreman","startTime":1382.477,"endTime":1382.527,"body":"you,"},{"speaker":"John Tyreman","startTime":1382.537,"endTime":1382.747,"body":"where"},{"speaker":"John Tyreman","startTime":1382.747,"endTime":1382.807,"body":"do"},{"speaker":"John Tyreman","startTime":1382.807,"endTime":1382.937,"body":"we"},{"speaker":"John Tyreman","startTime":1382.937,"endTime":1383.327,"body":"start"},{"speaker":"John Tyreman","startTime":1383.357,"endTime":1383.677,"body":"in"},{"speaker":"John Tyreman","startTime":1383.697,"endTime":1384.247,"body":"developing"},{"speaker":"John Tyreman","startTime":1384.247,"endTime":1384.567,"body":"this?"},{"speaker":"John Tyreman","startTime":1384.647,"endTime":1384.757,"body":"Is"},{"speaker":"John Tyreman","startTime":1384.757,"endTime":1384.887,"body":"that"},{"speaker":"John Tyreman","startTime":1384.887,"endTime":1384.977,"body":"an"},{"speaker":"John Tyreman","startTime":1384.987,"endTime":1385.317,"body":"output"},{"speaker":"John Tyreman","startTime":1385.317,"endTime":1385.367,"body":"of"},{"speaker":"John Tyreman","startTime":1385.377,"endTime":1385.487,"body":"the"},{"speaker":"John Tyreman","startTime":1385.487,"endTime":1385.797,"body":"SWOT"},{"speaker":"John Tyreman","startTime":1385.797,"endTime":1386.417,"body":"analysis?"},{"speaker":"Mark Wainwright","startTime":1386.59,"endTime":1386.7,"body":"Me"},{"speaker":"Mark Wainwright","startTime":1386.7,"endTime":1387.09,"body":"just,"},{"speaker":"Mark Wainwright","startTime":1387.09,"endTime":1387.64,"body":"define"},{"speaker":"Mark Wainwright","startTime":1387.64,"endTime":1387.75,"body":"the"},{"speaker":"Mark Wainwright","startTime":1387.75,"endTime":1388.19,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1388.19,"endTime":1388.44,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1388.44,"endTime":1388.6,"body":"and"},{"speaker":"Mark Wainwright","startTime":1388.6,"endTime":1388.88,"body":"why"},{"speaker":"Mark Wainwright","startTime":1388.88,"endTime":1388.95,"body":"I"},{"speaker":"Mark Wainwright","startTime":1388.95,"endTime":1389.2,"body":"think"},{"speaker":"Mark Wainwright","startTime":1389.2,"endTime":1389.34,"body":"this"},{"speaker":"Mark Wainwright","startTime":1389.34,"endTime":1389.46,"body":"is"},{"speaker":"Mark Wainwright","startTime":1389.46,"endTime":1389.63,"body":"so"},{"speaker":"Mark Wainwright","startTime":1389.63,"endTime":1390.11,"body":"important."},{"speaker":"Mark Wainwright","startTime":1390.11,"endTime":1390.24,"body":"And"},{"speaker":"Mark Wainwright","startTime":1390.24,"endTime":1390.38,"body":"then"},{"speaker":"Mark Wainwright","startTime":1390.38,"endTime":1390.51,"body":"I"},{"speaker":"Mark Wainwright","startTime":1390.52,"endTime":1390.81,"body":"think"},{"speaker":"Mark Wainwright","startTime":1390.81,"endTime":1390.99,"body":"that"},{"speaker":"Mark Wainwright","startTime":1390.99,"endTime":1391.1,"body":"we"},{"speaker":"Mark Wainwright","startTime":1391.1,"endTime":1391.19,"body":"can"},{"speaker":"Mark Wainwright","startTime":1391.19,"endTime":1391.33,"body":"do"},{"speaker":"Mark Wainwright","startTime":1391.33,"endTime":1391.51,"body":"one"},{"speaker":"Mark Wainwright","startTime":1391.51,"endTime":1391.58,"body":"or"},{"speaker":"Mark Wainwright","startTime":1391.58,"endTime":1391.7,"body":"the"},{"speaker":"Mark Wainwright","startTime":1391.7,"endTime":1391.91,"body":"other,"},{"speaker":"Mark Wainwright","startTime":1391.91,"endTime":1392.08,"body":"but"},{"speaker":"Mark Wainwright","startTime":1392.08,"endTime":1392.27,"body":"let's"},{"speaker":"Mark Wainwright","startTime":1392.28,"endTime":1392.51,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1392.52,"endTime":1392.9,"body":"about"},{"speaker":"Mark Wainwright","startTime":1393.29,"endTime":1393.58,"body":"this"},{"speaker":"Mark Wainwright","startTime":1393.65,"endTime":1394.12,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1394.12,"endTime":1394.4,"body":"offer."},{"speaker":"Mark Wainwright","startTime":1394.4,"endTime":1394.45,"body":"I"},{"speaker":"Mark Wainwright","startTime":1394.45,"endTime":1394.68,"body":"think"},{"speaker":"Mark Wainwright","startTime":1394.68,"endTime":1394.84,"body":"is"},{"speaker":"Mark Wainwright","startTime":1394.84,"endTime":1395.16,"body":"really"},{"speaker":"Mark Wainwright","startTime":1395.16,"endTime":1395.62,"body":"important."},{"speaker":"Mark Wainwright","startTime":1395.62,"endTime":1395.73,"body":"And"},{"speaker":"Mark Wainwright","startTime":1395.73,"endTime":1395.86,"body":"I"},{"speaker":"Mark Wainwright","startTime":1396.05,"endTime":1396.44,"body":"hinted"},{"speaker":"Mark Wainwright","startTime":1396.44,"endTime":1396.56,"body":"at"},{"speaker":"Mark Wainwright","startTime":1396.56,"endTime":1396.65,"body":"it"},{"speaker":"Mark Wainwright","startTime":1396.65,"endTime":1396.69,"body":"a"},{"speaker":"Mark Wainwright","startTime":1396.69,"endTime":1396.87,"body":"few"},{"speaker":"Mark Wainwright","startTime":1396.87,"endTime":1397.13,"body":"times"},{"speaker":"Mark Wainwright","startTime":1397.13,"endTime":1397.46,"body":"already."},{"speaker":"Mark Wainwright","startTime":1397.46,"endTime":1397.75,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1397.84,"endTime":1398.18,"body":"So"},{"speaker":"Mark Wainwright","startTime":1398.57,"endTime":1399.0,"body":"people"},{"speaker":"Mark Wainwright","startTime":1399.06,"endTime":1399.98,"body":"generally"},{"speaker":"Mark Wainwright","startTime":1400.13,"endTime":1400.28,"body":"will"},{"speaker":"Mark Wainwright","startTime":1400.29,"endTime":1400.85,"body":"choose."},{"speaker":"Mark Wainwright","startTime":1401.075,"endTime":1401.565,"body":"Narrowly"},{"speaker":"Mark Wainwright","startTime":1401.565,"endTime":1401.975,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1401.975,"endTime":1402.575,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":1402.595,"endTime":1402.895,"body":"over"},{"speaker":"Mark Wainwright","startTime":1402.895,"endTime":1403.295,"body":"general"},{"speaker":"Mark Wainwright","startTime":1403.295,"endTime":1403.815,"body":"knowledge,"},{"speaker":"Mark Wainwright","startTime":1403.865,"endTime":1403.998,"body":"I"},{"speaker":"Mark Wainwright","startTime":1403.998,"endTime":1404.118,"body":"could"},{"speaker":"Mark Wainwright","startTime":1404.128,"endTime":1404.258,"body":"be"},{"speaker":"Mark Wainwright","startTime":1404.268,"endTime":1404.748,"body":"challenged"},{"speaker":"Mark Wainwright","startTime":1404.748,"endTime":1404.868,"body":"on"},{"speaker":"Mark Wainwright","startTime":1404.868,"endTime":1405.058,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1405.058,"endTime":1405.278,"body":"John,"},{"speaker":"Mark Wainwright","startTime":1405.278,"endTime":1405.398,"body":"but"},{"speaker":"Mark Wainwright","startTime":1405.398,"endTime":1405.468,"body":"I"},{"speaker":"Mark Wainwright","startTime":1405.468,"endTime":1405.708,"body":"really"},{"speaker":"Mark Wainwright","startTime":1405.718,"endTime":1405.908,"body":"think"},{"speaker":"Mark Wainwright","startTime":1405.908,"endTime":1406.138,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1406.138,"endTime":1406.258,"body":"the"},{"speaker":"Mark Wainwright","startTime":1406.258,"endTime":1406.638,"body":"case,"},{"speaker":"Mark Wainwright","startTime":1406.638,"endTime":1406.858,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1406.868,"endTime":1407.408,"body":"Given"},{"speaker":"Mark Wainwright","startTime":1407.518,"endTime":1407.858,"body":"choice"},{"speaker":"Mark Wainwright","startTime":1407.858,"endTime":1408.008,"body":"A"},{"speaker":"Mark Wainwright","startTime":1408.008,"endTime":1408.138,"body":"and"},{"speaker":"Mark Wainwright","startTime":1408.138,"endTime":1408.508,"body":"choice"},{"speaker":"Mark Wainwright","startTime":1408.518,"endTime":1409.028,"body":"B,"},{"speaker":"Mark Wainwright","startTime":1409.438,"endTime":1409.838,"body":"obviously,"},{"speaker":"Mark Wainwright","startTime":1409.838,"endTime":1410.088,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1410.128,"endTime":1410.388,"body":"other"},{"speaker":"Mark Wainwright","startTime":1410.388,"endTime":1410.818,"body":"factors"},{"speaker":"Mark Wainwright","startTime":1410.818,"endTime":1410.958,"body":"that"},{"speaker":"Mark Wainwright","startTime":1410.958,"endTime":1411.078,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1411.078,"endTime":1411.148,"body":"of"},{"speaker":"Mark Wainwright","startTime":1411.158,"endTime":1411.338,"body":"go"},{"speaker":"Mark Wainwright","startTime":1411.338,"endTime":1411.658,"body":"into"},{"speaker":"Mark Wainwright","startTime":1411.658,"endTime":1412.018,"body":"that"},{"speaker":"Mark Wainwright","startTime":1412.638,"endTime":1412.878,"body":"all"},{"speaker":"Mark Wainwright","startTime":1412.878,"endTime":1412.968,"body":"of"},{"speaker":"Mark Wainwright","startTime":1412.968,"endTime":1413.038,"body":"the"},{"speaker":"Mark Wainwright","startTime":1413.058,"endTime":1413.298,"body":"things"},{"speaker":"Mark Wainwright","startTime":1413.318,"endTime":1413.958,"body":"relatively"},{"speaker":"Mark Wainwright","startTime":1413.988,"endTime":1414.278,"body":"equal."},{"speaker":"Mark Wainwright","startTime":1414.278,"endTime":1414.338,"body":"I"},{"speaker":"Mark Wainwright","startTime":1414.348,"endTime":1414.538,"body":"think"},{"speaker":"Mark Wainwright","startTime":1414.548,"endTime":1414.818,"body":"people"},{"speaker":"Mark Wainwright","startTime":1414.818,"endTime":1414.938,"body":"will"},{"speaker":"Mark Wainwright","startTime":1414.938,"endTime":1415.198,"body":"choose"},{"speaker":"Mark Wainwright","startTime":1415.198,"endTime":1415.968,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":1416.098,"endTime":1416.558,"body":"over"},{"speaker":"Mark Wainwright","startTime":1416.992,"endTime":1417.482,"body":"knowledge,"},{"speaker":"Mark Wainwright","startTime":1417.712,"endTime":1418.502,"body":"particularly"},{"speaker":"Mark Wainwright","startTime":1418.682,"endTime":1418.882,"body":"if"},{"speaker":"Mark Wainwright","startTime":1418.882,"endTime":1419.062,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1419.062,"endTime":1419.232,"body":"not"},{"speaker":"Mark Wainwright","startTime":1419.232,"endTime":1419.292,"body":"a"},{"speaker":"Mark Wainwright","startTime":1419.292,"endTime":1419.902,"body":"relationship"},{"speaker":"Mark Wainwright","startTime":1419.902,"endTime":1420.152,"body":"there."},{"speaker":"Mark Wainwright","startTime":1420.547,"endTime":1420.817,"body":"Right."},{"speaker":"Mark Wainwright","startTime":1420.947,"endTime":1421.207,"body":"This"},{"speaker":"Mark Wainwright","startTime":1421.217,"endTime":1421.317,"body":"is"},{"speaker":"Mark Wainwright","startTime":1421.317,"endTime":1421.397,"body":"a"},{"speaker":"Mark Wainwright","startTime":1421.397,"endTime":1421.757,"body":"new"},{"speaker":"Mark Wainwright","startTime":1421.757,"endTime":1422.387,"body":"relationship"},{"speaker":"Mark Wainwright","startTime":1422.387,"endTime":1422.527,"body":"that"},{"speaker":"Mark Wainwright","startTime":1422.527,"endTime":1422.667,"body":"we're"},{"speaker":"Mark Wainwright","startTime":1422.667,"endTime":1422.897,"body":"looking"},{"speaker":"Mark Wainwright","startTime":1422.897,"endTime":1423.027,"body":"to"},{"speaker":"Mark Wainwright","startTime":1423.027,"endTime":1423.557,"body":"establish,"},{"speaker":"Mark Wainwright","startTime":1423.557,"endTime":1423.677,"body":"we"},{"speaker":"Mark Wainwright","startTime":1423.677,"endTime":1423.837,"body":"will"},{"speaker":"Mark Wainwright","startTime":1423.837,"endTime":1424.187,"body":"choose"},{"speaker":"Mark Wainwright","startTime":1424.187,"endTime":1424.627,"body":"someone"},{"speaker":"Mark Wainwright","startTime":1424.627,"endTime":1424.817,"body":"who"},{"speaker":"Mark Wainwright","startTime":1424.817,"endTime":1425.077,"body":"is"},{"speaker":"Mark Wainwright","startTime":1425.107,"endTime":1425.487,"body":"narrowly"},{"speaker":"Mark Wainwright","startTime":1425.487,"endTime":1425.827,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1425.827,"endTime":1426.367,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":1426.367,"endTime":1426.567,"body":"over"},{"speaker":"Mark Wainwright","startTime":1426.567,"endTime":1426.887,"body":"general"},{"speaker":"Mark Wainwright","startTime":1426.887,"endTime":1427.327,"body":"knowledge."},{"speaker":"Mark Wainwright","startTime":1427.327,"endTime":1427.617,"body":"When"},{"speaker":"Mark Wainwright","startTime":1427.617,"endTime":1427.777,"body":"you"},{"speaker":"Mark Wainwright","startTime":1427.787,"endTime":1428.167,"body":"have"},{"speaker":"Mark Wainwright","startTime":1428.457,"endTime":1429.087,"body":"deeper"},{"speaker":"Mark Wainwright","startTime":1429.087,"endTime":1429.737,"body":"expertise"},{"speaker":"Mark Wainwright","startTime":1429.737,"endTime":1429.847,"body":"in"},{"speaker":"Mark Wainwright","startTime":1429.847,"endTime":1429.907,"body":"a"},{"speaker":"Mark Wainwright","startTime":1429.907,"endTime":1430.29,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1430.6,"endTime":1430.79,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1430.8,"endTime":1431.15,"body":"easier"},{"speaker":"Mark Wainwright","startTime":1431.15,"endTime":1431.38,"body":"to"},{"speaker":"Mark Wainwright","startTime":1431.38,"endTime":1432.38,"body":"substantiate,"},{"speaker":"Mark Wainwright","startTime":1432.55,"endTime":1432.82,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1432.85,"endTime":1433.03,"body":"You"},{"speaker":"Mark Wainwright","startTime":1433.03,"endTime":1433.18,"body":"can"},{"speaker":"Mark Wainwright","startTime":1433.18,"endTime":1433.35,"body":"just"},{"speaker":"Mark Wainwright","startTime":1433.36,"endTime":1433.68,"body":"back"},{"speaker":"Mark Wainwright","startTime":1433.68,"endTime":1433.81,"body":"it"},{"speaker":"Mark Wainwright","startTime":1433.81,"endTime":1434.12,"body":"up."},{"speaker":"Mark Wainwright","startTime":1434.23,"endTime":1434.58,"body":"Look,"},{"speaker":"Mark Wainwright","startTime":1434.77,"endTime":1435.07,"body":"here's"},{"speaker":"Mark Wainwright","startTime":1435.07,"endTime":1435.27,"body":"all"},{"speaker":"Mark Wainwright","startTime":1435.28,"endTime":1435.41,"body":"the"},{"speaker":"Mark Wainwright","startTime":1435.41,"endTime":1435.8,"body":"stuff."},{"speaker":"Mark Wainwright","startTime":1435.82,"endTime":1436.07,"body":"here's"},{"speaker":"Mark Wainwright","startTime":1436.07,"endTime":1436.3,"body":"our"},{"speaker":"Mark Wainwright","startTime":1436.3,"endTime":1436.74,"body":"work,"},{"speaker":"Mark Wainwright","startTime":1436.74,"endTime":1437.02,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1437.02,"endTime":1437.18,"body":"I"},{"speaker":"Mark Wainwright","startTime":1437.18,"endTime":1437.47,"body":"think"},{"speaker":"Mark Wainwright","startTime":1437.48,"endTime":1437.58,"body":"a"},{"speaker":"Mark Wainwright","startTime":1437.58,"endTime":1438.27,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1438.4,"endTime":1439.03,"body":"offer."},{"speaker":"Mark Wainwright","startTime":1439.03,"endTime":1439.22,"body":"Is"},{"speaker":"Mark Wainwright","startTime":1439.22,"endTime":1439.3,"body":"a"},{"speaker":"Mark Wainwright","startTime":1439.3,"endTime":1440.07,"body":"fantastic"},{"speaker":"Mark Wainwright","startTime":1440.08,"endTime":1440.32,"body":"way"},{"speaker":"Mark Wainwright","startTime":1440.32,"endTime":1440.51,"body":"to"},{"speaker":"Mark Wainwright","startTime":1440.52,"endTime":1441.08,"body":"start"},{"speaker":"Mark Wainwright","startTime":1441.11,"endTime":1441.21,"body":"a"},{"speaker":"Mark Wainwright","startTime":1441.21,"endTime":1441.4,"body":"new"},{"speaker":"Mark Wainwright","startTime":1441.4,"endTime":1442.13,"body":"relationship"},{"speaker":"Mark Wainwright","startTime":1442.47,"endTime":1442.78,"body":"because"},{"speaker":"Mark Wainwright","startTime":1442.8,"endTime":1443.18,"body":"typically"},{"speaker":"Mark Wainwright","startTime":1443.18,"endTime":1443.35,"body":"your"},{"speaker":"Mark Wainwright","startTime":1443.36,"endTime":1443.8,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1443.8,"endTime":1444.18,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1444.18,"endTime":1444.45,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1444.47,"endTime":1444.82,"body":"is"},{"speaker":"Mark Wainwright","startTime":1444.82,"endTime":1445.41,"body":"something,"},{"speaker":"Mark Wainwright","startTime":1445.52,"endTime":1445.76,"body":"like"},{"speaker":"Mark Wainwright","startTime":1445.76,"endTime":1445.83,"body":"I"},{"speaker":"Mark Wainwright","startTime":1445.83,"endTime":1446.04,"body":"said,"},{"speaker":"Mark Wainwright","startTime":1446.04,"endTime":1446.36,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1446.74,"endTime":1447.24,"body":"focused."},{"speaker":"Mark Wainwright","startTime":1447.24,"endTime":1447.4,"body":"It's"},{"speaker":"Mark Wainwright","startTime":1447.41,"endTime":1448.22,"body":"typically"},{"speaker":"Mark Wainwright","startTime":1448.43,"endTime":1448.81,"body":"something"},{"speaker":"Mark Wainwright","startTime":1448.81,"endTime":1448.91,"body":"you"},{"speaker":"Mark Wainwright","startTime":1448.91,"endTime":1449.01,"body":"can,"},{"speaker":"Mark Wainwright","startTime":1449.28,"endTime":1449.58,"body":"everybody"},{"speaker":"Mark Wainwright","startTime":1449.58,"endTime":1449.66,"body":"can"},{"speaker":"Mark Wainwright","startTime":1449.66,"endTime":1449.78,"body":"get"},{"speaker":"Mark Wainwright","startTime":1449.78,"endTime":1449.87,"body":"their"},{"speaker":"Mark Wainwright","startTime":1449.87,"endTime":1450.17,"body":"hands"},{"speaker":"Mark Wainwright","startTime":1450.17,"endTime":1450.4,"body":"wrapped"},{"speaker":"Mark Wainwright","startTime":1450.4,"endTime":1450.79,"body":"around."},{"speaker":"Mark Wainwright","startTime":1450.99,"endTime":1451.22,"body":"It's"},{"speaker":"Mark Wainwright","startTime":1451.23,"endTime":1451.48,"body":"not"},{"speaker":"Mark Wainwright","startTime":1451.48,"endTime":1451.76,"body":"something"},{"speaker":"Mark Wainwright","startTime":1451.76,"endTime":1451.93,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1451.93,"endTime":1452.07,"body":"going"},{"speaker":"Mark Wainwright","startTime":1452.07,"endTime":1452.09,"body":"to"},{"speaker":"Mark Wainwright","startTime":1452.09,"endTime":1452.25,"body":"be"},{"speaker":"Mark Wainwright","startTime":1452.25,"endTime":1452.57,"body":"this,"},{"speaker":"Mark Wainwright","startTime":1452.64,"endTime":1453.41,"body":"foggy"},{"speaker":"Mark Wainwright","startTime":1453.55,"endTime":1454.07,"body":"mess"},{"speaker":"Mark Wainwright","startTime":1454.07,"endTime":1454.29,"body":"of,"},{"speaker":"Mark Wainwright","startTime":1454.29,"endTime":1454.64,"body":"uh,"},{"speaker":"Mark Wainwright","startTime":1454.74,"endTime":1455.68,"body":"undetermined"},{"speaker":"Mark Wainwright","startTime":1455.9,"endTime":1456.38,"body":"scope."},{"speaker":"Mark Wainwright","startTime":1456.38,"endTime":1456.53,"body":"It's"},{"speaker":"Mark Wainwright","startTime":1456.54,"endTime":1456.92,"body":"something"},{"speaker":"Mark Wainwright","startTime":1456.92,"endTime":1457.24,"body":"fairly"},{"speaker":"Mark Wainwright","startTime":1457.24,"endTime":1457.6,"body":"tight"},{"speaker":"Mark Wainwright","startTime":1457.6,"endTime":1457.89,"body":"and"},{"speaker":"Mark Wainwright","startTime":1458.0,"endTime":1458.21,"body":"you"},{"speaker":"Mark Wainwright","startTime":1458.21,"endTime":1458.3,"body":"can"},{"speaker":"Mark Wainwright","startTime":1458.3,"endTime":1458.45,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1458.45,"endTime":1458.55,"body":"of"},{"speaker":"Mark Wainwright","startTime":1458.55,"endTime":1459.13,"body":"understand"},{"speaker":"Mark Wainwright","startTime":1459.13,"endTime":1459.3,"body":"it."},{"speaker":"Mark Wainwright","startTime":1459.58,"endTime":1459.73,"body":"So"},{"speaker":"Mark Wainwright","startTime":1459.73,"endTime":1459.91,"body":"you"},{"speaker":"Mark Wainwright","startTime":1459.91,"endTime":1460.07,"body":"can"},{"speaker":"Mark Wainwright","startTime":1460.08,"endTime":1460.47,"body":"deliver"},{"speaker":"Mark Wainwright","startTime":1460.47,"endTime":1460.51,"body":"it"},{"speaker":"Mark Wainwright","startTime":1460.52,"endTime":1460.69,"body":"with"},{"speaker":"Mark Wainwright","startTime":1460.69,"endTime":1460.73,"body":"a"},{"speaker":"Mark Wainwright","startTime":1460.73,"endTime":1460.94,"body":"high"},{"speaker":"Mark Wainwright","startTime":1460.94,"endTime":1461.28,"body":"level"},{"speaker":"Mark Wainwright","startTime":1461.28,"endTime":1461.39,"body":"of"},{"speaker":"Mark Wainwright","startTime":1461.39,"endTime":1461.96,"body":"confidence"},{"speaker":"Mark Wainwright","startTime":1461.96,"endTime":1462.11,"body":"and"},{"speaker":"Mark Wainwright","startTime":1462.11,"endTime":1462.21,"body":"you"},{"speaker":"Mark Wainwright","startTime":1462.21,"endTime":1462.33,"body":"can"},{"speaker":"Mark Wainwright","startTime":1462.33,"endTime":1462.52,"body":"do"},{"speaker":"Mark Wainwright","startTime":1462.52,"endTime":1462.71,"body":"so"},{"speaker":"Mark Wainwright","startTime":1462.71,"endTime":1463.38,"body":"profitably."},{"speaker":"Mark Wainwright","startTime":1463.38,"endTime":1463.49,"body":"And"},{"speaker":"Mark Wainwright","startTime":1463.49,"endTime":1463.57,"body":"the"},{"speaker":"Mark Wainwright","startTime":1463.57,"endTime":1463.98,"body":"client"},{"speaker":"Mark Wainwright","startTime":1464.01,"endTime":1464.37,"body":"is."},{"speaker":"Mark Wainwright","startTime":1464.37,"endTime":1464.44,"body":"Yeah."},{"speaker":"Mark Wainwright","startTime":1464.74,"endTime":1465.34,"body":"Stoked,"},{"speaker":"Mark Wainwright","startTime":1465.43,"endTime":1465.73,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1465.75,"endTime":1465.89,"body":"They're"},{"speaker":"Mark Wainwright","startTime":1465.89,"endTime":1466.06,"body":"just,"},{"speaker":"Mark Wainwright","startTime":1466.06,"endTime":1466.14,"body":"Oh"},{"speaker":"Mark Wainwright","startTime":1466.14,"endTime":1466.26,"body":"my"},{"speaker":"Mark Wainwright","startTime":1466.26,"endTime":1466.51,"body":"gosh,"},{"speaker":"Mark Wainwright","startTime":1466.51,"endTime":1466.62,"body":"that"},{"speaker":"Mark Wainwright","startTime":1466.62,"endTime":1466.74,"body":"was"},{"speaker":"Mark Wainwright","startTime":1466.74,"endTime":1467.48,"body":"fantastic."},{"speaker":"Mark Wainwright","startTime":1467.69,"endTime":1467.93,"body":"You"},{"speaker":"Mark Wainwright","startTime":1467.93,"endTime":1468.25,"body":"guys"},{"speaker":"Mark Wainwright","startTime":1468.25,"endTime":1468.49,"body":"did"},{"speaker":"Mark Wainwright","startTime":1468.52,"endTime":1468.65,"body":"an"},{"speaker":"Mark Wainwright","startTime":1468.65,"endTime":1469.34,"body":"amazing"},{"speaker":"Mark Wainwright","startTime":1469.48,"endTime":1469.82,"body":"job"},{"speaker":"Mark Wainwright","startTime":1469.82,"endTime":1469.91,"body":"at"},{"speaker":"Mark Wainwright","startTime":1469.91,"endTime":1470.07,"body":"that"},{"speaker":"Mark Wainwright","startTime":1470.08,"endTime":1470.36,"body":"one"},{"speaker":"Mark Wainwright","startTime":1470.36,"endTime":1470.68,"body":"thing."},{"speaker":"Mark Wainwright","startTime":1470.68,"endTime":1470.82,"body":"We"},{"speaker":"Mark Wainwright","startTime":1470.82,"endTime":1471.34,"body":"appreciate"},{"speaker":"Mark Wainwright","startTime":1471.34,"endTime":1471.45,"body":"it."},{"speaker":"Mark Wainwright","startTime":1471.81,"endTime":1471.96,"body":"That"},{"speaker":"Mark Wainwright","startTime":1471.96,"endTime":1472.12,"body":"was"},{"speaker":"Mark Wainwright","startTime":1472.12,"endTime":1472.67,"body":"wonderful."},{"speaker":"Mark Wainwright","startTime":1472.94,"endTime":1473.16,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1473.22,"endTime":1473.65,"body":"established"},{"speaker":"Mark Wainwright","startTime":1473.65,"endTime":1474.01,"body":"ourselves"},{"speaker":"Mark Wainwright","startTime":1474.01,"endTime":1474.12,"body":"with"},{"speaker":"Mark Wainwright","startTime":1474.12,"endTime":1474.16,"body":"a"},{"speaker":"Mark Wainwright","startTime":1474.16,"endTime":1474.54,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1474.54,"endTime":1474.84,"body":"offer."},{"speaker":"Mark Wainwright","startTime":1474.88,"endTime":1474.99,"body":"They"},{"speaker":"Mark Wainwright","startTime":1474.99,"endTime":1475.15,"body":"come"},{"speaker":"Mark Wainwright","startTime":1475.15,"endTime":1475.34,"body":"back"},{"speaker":"Mark Wainwright","startTime":1475.34,"endTime":1475.43,"body":"to"},{"speaker":"Mark Wainwright","startTime":1475.43,"endTime":1475.53,"body":"us"},{"speaker":"Mark Wainwright","startTime":1475.53,"endTime":1475.6,"body":"and"},{"speaker":"Mark Wainwright","startTime":1475.6,"endTime":1475.67,"body":"they"},{"speaker":"Mark Wainwright","startTime":1475.67,"endTime":1475.85,"body":"say,"},{"speaker":"Mark Wainwright","startTime":1475.95,"endTime":1476.01,"body":"you"},{"speaker":"Mark Wainwright","startTime":1476.06,"endTime":1476.24,"body":"guys"},{"speaker":"Mark Wainwright","startTime":1476.24,"endTime":1476.35,"body":"did"},{"speaker":"Mark Wainwright","startTime":1476.35,"endTime":1476.4,"body":"a"},{"speaker":"Mark Wainwright","startTime":1476.4,"endTime":1476.59,"body":"great"},{"speaker":"Mark Wainwright","startTime":1476.59,"endTime":1476.86,"body":"job."},{"speaker":"Mark Wainwright","startTime":1476.86,"endTime":1477.01,"body":"you"},{"speaker":"Mark Wainwright","startTime":1477.01,"endTime":1477.17,"body":"did"},{"speaker":"Mark Wainwright","startTime":1477.23,"endTime":1477.52,"body":"a"},{"speaker":"Mark Wainwright","startTime":1477.52,"endTime":1477.94,"body":"incredibly"},{"speaker":"Mark Wainwright","startTime":1477.94,"endTime":1478.13,"body":"well,"},{"speaker":"Mark Wainwright","startTime":1478.13,"endTime":1478.24,"body":"can"},{"speaker":"Mark Wainwright","startTime":1478.24,"endTime":1478.3,"body":"you"},{"speaker":"Mark Wainwright","startTime":1478.3,"endTime":1478.4,"body":"do"},{"speaker":"Mark Wainwright","startTime":1478.4,"endTime":1478.6,"body":"B,"},{"speaker":"Mark Wainwright","startTime":1478.6,"endTime":1478.75,"body":"C"},{"speaker":"Mark Wainwright","startTime":1478.75,"endTime":1478.89,"body":"and"},{"speaker":"Mark Wainwright","startTime":1478.89,"endTime":1479.03,"body":"D?"},{"speaker":"Mark Wainwright","startTime":1479.03,"endTime":1479.17,"body":"And"},{"speaker":"Mark Wainwright","startTime":1479.17,"endTime":1479.31,"body":"you"},{"speaker":"Mark Wainwright","startTime":1479.31,"endTime":1479.45,"body":"say,"},{"speaker":"Mark Wainwright","startTime":1479.45,"endTime":1479.6,"body":"Oh,"},{"speaker":"Mark Wainwright","startTime":1479.62,"endTime":1479.76,"body":"by"},{"speaker":"Mark Wainwright","startTime":1479.76,"endTime":1479.87,"body":"the"},{"speaker":"Mark Wainwright","startTime":1479.87,"endTime":1480.06,"body":"way,"},{"speaker":"Mark Wainwright","startTime":1480.06,"endTime":1480.22,"body":"yes,"},{"speaker":"Mark Wainwright","startTime":1480.22,"endTime":1480.33,"body":"we"},{"speaker":"Mark Wainwright","startTime":1480.33,"endTime":1480.75,"body":"can."},{"speaker":"Mark Wainwright","startTime":1481.31,"endTime":1481.63,"body":"so"},{"speaker":"Mark Wainwright","startTime":1481.69,"endTime":1481.97,"body":"this"},{"speaker":"Mark Wainwright","startTime":1481.97,"endTime":1482.12,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1482.12,"endTime":1482.35,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1482.36,"endTime":1482.68,"body":"builds"},{"speaker":"Mark Wainwright","startTime":1482.68,"endTime":1483.31,"body":"trust"},{"speaker":"Mark Wainwright","startTime":1483.62,"endTime":1483.79,"body":"and"},{"speaker":"Mark Wainwright","startTime":1483.79,"endTime":1484.13,"body":"presents"},{"speaker":"Mark Wainwright","startTime":1484.13,"endTime":1484.25,"body":"you"},{"speaker":"Mark Wainwright","startTime":1484.25,"endTime":1484.37,"body":"as"},{"speaker":"Mark Wainwright","startTime":1484.37,"endTime":1484.55,"body":"being"},{"speaker":"Mark Wainwright","startTime":1484.55,"endTime":1485.14,"body":"trustworthy"},{"speaker":"Mark Wainwright","startTime":1485.19,"endTime":1485.38,"body":"for"},{"speaker":"Mark Wainwright","startTime":1485.38,"endTime":1485.49,"body":"the"},{"speaker":"Mark Wainwright","startTime":1485.49,"endTime":1485.91,"body":"future."},{"speaker":"Mark Wainwright","startTime":1485.91,"endTime":1486.15,"body":"Right?"},{"speaker":"Mark Wainwright","startTime":1486.15,"endTime":1486.36,"body":"So"},{"speaker":"Mark Wainwright","startTime":1486.6,"endTime":1487.14,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1487.14,"endTime":1487.35,"body":"what"},{"speaker":"Mark Wainwright","startTime":1487.35,"endTime":1487.4,"body":"a"},{"speaker":"Mark Wainwright","startTime":1487.4,"endTime":1487.78,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1487.78,"endTime":1488.03,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1488.03,"endTime":1488.13,"body":"is."},{"speaker":"Mark Wainwright","startTime":1488.13,"endTime":1488.23,"body":"And"},{"speaker":"Mark Wainwright","startTime":1488.23,"endTime":1488.37,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1488.38,"endTime":1488.67,"body":"why"},{"speaker":"Mark Wainwright","startTime":1488.68,"endTime":1488.69,"body":"I"},{"speaker":"Mark Wainwright","startTime":1488.7,"endTime":1488.89,"body":"think"},{"speaker":"Mark Wainwright","startTime":1488.89,"endTime":1488.95,"body":"a"},{"speaker":"Mark Wainwright","startTime":1488.95,"endTime":1489.34,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1489.34,"endTime":1489.6,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1489.6,"endTime":1489.74,"body":"is"},{"speaker":"Mark Wainwright","startTime":1489.74,"endTime":1489.97,"body":"so"},{"speaker":"Mark Wainwright","startTime":1489.97,"endTime":1490.363,"body":"critical."},{"speaker":"Mark Wainwright","startTime":1490.363,"endTime":1490.513,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1490.513,"endTime":1490.853,"body":"offering"},{"speaker":"Mark Wainwright","startTime":1490.853,"endTime":1491.013,"body":"this"},{"speaker":"Mark Wainwright","startTime":1491.013,"endTime":1491.363,"body":"little"},{"speaker":"Mark Wainwright","startTime":1491.393,"endTime":1491.973,"body":"gem"},{"speaker":"Mark Wainwright","startTime":1492.371,"endTime":1492.801,"body":"to"},{"speaker":"Mark Wainwright","startTime":1492.861,"endTime":1492.951,"body":"a"},{"speaker":"Mark Wainwright","startTime":1492.951,"endTime":1493.131,"body":"new"},{"speaker":"Mark Wainwright","startTime":1493.131,"endTime":1493.681,"body":"prospective"},{"speaker":"Mark Wainwright","startTime":1493.681,"endTime":1494.071,"body":"client"},{"speaker":"Mark Wainwright","startTime":1494.071,"endTime":1494.221,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1494.221,"endTime":1494.411,"body":"you"},{"speaker":"Mark Wainwright","startTime":1494.421,"endTime":1494.891,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1495.516,"endTime":1495.716,"body":"That"},{"speaker":"Mark Wainwright","startTime":1495.716,"endTime":1495.916,"body":"you"},{"speaker":"Mark Wainwright","startTime":1495.916,"endTime":1496.136,"body":"can"},{"speaker":"Mark Wainwright","startTime":1496.236,"endTime":1497.596,"body":"absolutely"},{"speaker":"Mark Wainwright","startTime":1497.806,"endTime":1498.476,"body":"deliver,"},{"speaker":"Mark Wainwright","startTime":1498.526,"endTime":1498.946,"body":"exceed"},{"speaker":"Mark Wainwright","startTime":1498.946,"endTime":1499.046,"body":"their"},{"speaker":"Mark Wainwright","startTime":1499.046,"endTime":1499.746,"body":"expectations,"},{"speaker":"Mark Wainwright","startTime":1499.746,"endTime":1499.876,"body":"all"},{"speaker":"Mark Wainwright","startTime":1499.876,"endTime":1500.136,"body":"that"},{"speaker":"Mark Wainwright","startTime":1500.136,"endTime":1500.596,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":1500.636,"endTime":1500.896,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1500.936,"endTime":1501.226,"body":"And"},{"speaker":"Mark Wainwright","startTime":1501.226,"endTime":1501.636,"body":"then"},{"speaker":"Mark Wainwright","startTime":1502.016,"endTime":1502.136,"body":"the"},{"speaker":"Mark Wainwright","startTime":1502.136,"endTime":1502.376,"body":"next"},{"speaker":"Mark Wainwright","startTime":1502.376,"endTime":1502.736,"body":"obvious"},{"speaker":"Mark Wainwright","startTime":1502.736,"endTime":1503.046,"body":"step"},{"speaker":"Mark Wainwright","startTime":1503.046,"endTime":1503.416,"body":"is"},{"speaker":"Mark Wainwright","startTime":1503.716,"endTime":1503.856,"body":"they"},{"speaker":"Mark Wainwright","startTime":1503.856,"endTime":1504.086,"body":"start"},{"speaker":"Mark Wainwright","startTime":1504.086,"endTime":1504.486,"body":"becoming"},{"speaker":"Mark Wainwright","startTime":1504.486,"endTime":1504.526,"body":"a"},{"speaker":"Mark Wainwright","startTime":1504.526,"endTime":1505.036,"body":"longterm"},{"speaker":"Mark Wainwright","startTime":1505.036,"endTime":1505.646,"body":"client"},{"speaker":"Mark Wainwright","startTime":1506.026,"endTime":1506.206,"body":"of"},{"speaker":"Mark Wainwright","startTime":1506.206,"endTime":1506.596,"body":"yours"},{"speaker":"Mark Wainwright","startTime":1506.596,"endTime":1506.726,"body":"and"},{"speaker":"Mark Wainwright","startTime":1506.726,"endTime":1506.772,"body":"it"},{"speaker":"Mark Wainwright","startTime":1506.806,"endTime":1507.036,"body":"starts"},{"speaker":"Mark Wainwright","startTime":1507.036,"endTime":1507.196,"body":"from"},{"speaker":"Mark Wainwright","startTime":1507.196,"endTime":1507.426,"body":"there."},{"speaker":"Mark Wainwright","startTime":1507.436,"endTime":1507.626,"body":"So"},{"speaker":"Mark Wainwright","startTime":1507.626,"endTime":1507.856,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1507.856,"endTime":1508.026,"body":"my"},{"speaker":"Mark Wainwright","startTime":1508.026,"endTime":1508.376,"body":"whole,"},{"speaker":"Mark Wainwright","startTime":1508.416,"endTime":1508.616,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1508.616,"endTime":1508.896,"body":"idea"},{"speaker":"Mark Wainwright","startTime":1508.896,"endTime":1509.036,"body":"on"},{"speaker":"Mark Wainwright","startTime":1509.036,"endTime":1509.196,"body":"this"},{"speaker":"Mark Wainwright","startTime":1509.196,"endTime":1509.326,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1509.326,"endTime":1509.686,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1509.686,"endTime":1509.966,"body":"offer."},{"speaker":"John Tyreman","startTime":1510.806,"endTime":1511.056,"body":"this"},{"speaker":"John Tyreman","startTime":1511.056,"endTime":1511.606,"body":"focused"},{"speaker":"John Tyreman","startTime":1511.606,"endTime":1512.046,"body":"offer"},{"speaker":"John Tyreman","startTime":1512.046,"endTime":1512.176,"body":"in"},{"speaker":"John Tyreman","startTime":1512.176,"endTime":1512.336,"body":"your"},{"speaker":"John Tyreman","startTime":1512.336,"endTime":1512.666,"body":"mind."},{"speaker":"John Tyreman","startTime":1512.706,"endTime":1512.846,"body":"Is"},{"speaker":"John Tyreman","startTime":1512.846,"endTime":1512.976,"body":"that"},{"speaker":"John Tyreman","startTime":1512.976,"endTime":1513.036,"body":"a"},{"speaker":"John Tyreman","startTime":1513.036,"endTime":1513.386,"body":"paid"},{"speaker":"John Tyreman","startTime":1513.386,"endTime":1513.986,"body":"engagement"},{"speaker":"John Tyreman","startTime":1513.996,"endTime":1514.136,"body":"or"},{"speaker":"John Tyreman","startTime":1514.136,"endTime":1514.226,"body":"is"},{"speaker":"John Tyreman","startTime":1514.226,"endTime":1514.366,"body":"that"},{"speaker":"John Tyreman","startTime":1514.366,"endTime":1514.426,"body":"a"},{"speaker":"John Tyreman","startTime":1514.426,"endTime":1514.756,"body":"free"},{"speaker":"John Tyreman","startTime":1514.756,"endTime":1515.296,"body":"offer?"},{"speaker":"John Tyreman","startTime":1515.376,"endTime":1515.616,"body":"It's"},{"speaker":"John Tyreman","startTime":1515.616,"endTime":1515.666,"body":"a"},{"speaker":"John Tyreman","startTime":1515.666,"endTime":1515.866,"body":"paid"},{"speaker":"John Tyreman","startTime":1515.866,"endTime":1516.406,"body":"engagement."},{"speaker":"Mark Wainwright","startTime":1516.836,"endTime":1517.066,"body":"So"},{"speaker":"Mark Wainwright","startTime":1517.086,"endTime":1517.406,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1517.406,"endTime":1517.656,"body":"I'm,"},{"speaker":"Mark Wainwright","startTime":1517.696,"endTime":1517.946,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1517.946,"endTime":1518.186,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1518.256,"endTime":1518.436,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1518.436,"endTime":1518.606,"body":"not,"},{"speaker":"Mark Wainwright","startTime":1518.926,"endTime":1519.096,"body":"I'm"},{"speaker":"Mark Wainwright","startTime":1519.096,"endTime":1519.246,"body":"not"},{"speaker":"Mark Wainwright","startTime":1519.246,"endTime":1519.286,"body":"a"},{"speaker":"Mark Wainwright","startTime":1519.286,"endTime":1519.496,"body":"fan."},{"speaker":"Mark Wainwright","startTime":1519.496,"endTime":1519.616,"body":"What"},{"speaker":"Mark Wainwright","startTime":1519.616,"endTime":1519.916,"body":"depends"},{"speaker":"Mark Wainwright","startTime":1519.916,"endTime":1519.986,"body":"on"},{"speaker":"Mark Wainwright","startTime":1519.986,"endTime":1520.106,"body":"the"},{"speaker":"Mark Wainwright","startTime":1520.116,"endTime":1520.636,"body":"industry,"},{"speaker":"Mark Wainwright","startTime":1520.636,"endTime":1520.926,"body":"John,"},{"speaker":"Mark Wainwright","startTime":1520.926,"endTime":1521.056,"body":"but"},{"speaker":"Mark Wainwright","startTime":1521.056,"endTime":1521.226,"body":"I,"},{"speaker":"Mark Wainwright","startTime":1521.286,"endTime":1521.416,"body":"you"},{"speaker":"Mark Wainwright","startTime":1521.416,"endTime":1521.586,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1521.586,"endTime":1521.826,"body":"I,"},{"speaker":"Mark Wainwright","startTime":1522.266,"endTime":1522.476,"body":"some"},{"speaker":"Mark Wainwright","startTime":1522.476,"endTime":1522.936,"body":"industries"},{"speaker":"Mark Wainwright","startTime":1522.956,"endTime":1523.106,"body":"can"},{"speaker":"Mark Wainwright","startTime":1523.106,"endTime":1523.516,"body":"scale"},{"speaker":"Mark Wainwright","startTime":1523.516,"endTime":1523.626,"body":"a"},{"speaker":"Mark Wainwright","startTime":1523.626,"endTime":1523.996,"body":"hyper"},{"speaker":"Mark Wainwright","startTime":1523.996,"endTime":1524.366,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1524.366,"endTime":1524.576,"body":"little"},{"speaker":"Mark Wainwright","startTime":1524.576,"endTime":1524.936,"body":"tiny"},{"speaker":"Mark Wainwright","startTime":1524.936,"endTime":1525.246,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1525.246,"endTime":1525.426,"body":"to"},{"speaker":"Mark Wainwright","startTime":1525.426,"endTime":1525.586,"body":"them"},{"speaker":"Mark Wainwright","startTime":1525.586,"endTime":1525.696,"body":"and"},{"speaker":"Mark Wainwright","startTime":1525.696,"endTime":1525.836,"body":"do"},{"speaker":"Mark Wainwright","startTime":1525.836,"endTime":1525.926,"body":"it"},{"speaker":"Mark Wainwright","startTime":1525.926,"endTime":1526.006,"body":"as"},{"speaker":"Mark Wainwright","startTime":1526.006,"endTime":1526.146,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1526.146,"endTime":1526.256,"body":"of"},{"speaker":"Mark Wainwright","startTime":1526.256,"endTime":1526.326,"body":"a"},{"speaker":"Mark Wainwright","startTime":1526.336,"endTime":1526.926,"body":"freemium"},{"speaker":"Mark Wainwright","startTime":1527.356,"endTime":1527.906,"body":"intro"},{"speaker":"Mark Wainwright","startTime":1527.986,"endTime":1528.396,"body":"thing."},{"speaker":"Mark Wainwright","startTime":1528.706,"endTime":1528.946,"body":"I"},{"speaker":"Mark Wainwright","startTime":1528.946,"endTime":1529.526,"body":"rarely"},{"speaker":"Mark Wainwright","startTime":1529.526,"endTime":1529.746,"body":"ever"},{"speaker":"Mark Wainwright","startTime":1529.746,"endTime":1530.216,"body":"suggest"},{"speaker":"Mark Wainwright","startTime":1530.246,"endTime":1530.736,"body":"people"},{"speaker":"Mark Wainwright","startTime":1530.836,"endTime":1531.156,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1531.156,"endTime":1531.396,"body":"things"},{"speaker":"Mark Wainwright","startTime":1531.396,"endTime":1531.516,"body":"for"},{"speaker":"Mark Wainwright","startTime":1531.516,"endTime":1531.736,"body":"free"},{"speaker":"Mark Wainwright","startTime":1531.736,"endTime":1532.076,"body":"because"},{"speaker":"Mark Wainwright","startTime":1532.076,"endTime":1532.276,"body":"guess"},{"speaker":"Mark Wainwright","startTime":1532.296,"endTime":1532.446,"body":"what"},{"speaker":"Mark Wainwright","startTime":1532.446,"endTime":1532.846,"body":"precedent"},{"speaker":"Mark Wainwright","startTime":1532.846,"endTime":1533.016,"body":"that"},{"speaker":"Mark Wainwright","startTime":1533.016,"endTime":1533.376,"body":"sets."},{"speaker":"Mark Wainwright","startTime":1533.846,"endTime":1534.016,"body":"We'll"},{"speaker":"Mark Wainwright","startTime":1534.016,"endTime":1534.166,"body":"do"},{"speaker":"Mark Wainwright","startTime":1534.166,"endTime":1534.326,"body":"more"},{"speaker":"Mark Wainwright","startTime":1534.326,"endTime":1534.536,"body":"stuff"},{"speaker":"Mark Wainwright","startTime":1534.536,"endTime":1534.676,"body":"for"},{"speaker":"Mark Wainwright","startTime":1534.676,"endTime":1534.956,"body":"free."},{"speaker":"Mark Wainwright","startTime":1535.286,"endTime":1535.376,"body":"I"},{"speaker":"Mark Wainwright","startTime":1535.376,"endTime":1535.556,"body":"mean,"},{"speaker":"Mark Wainwright","startTime":1535.556,"endTime":1535.706,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1535.706,"endTime":1535.936,"body":"really"},{"speaker":"Mark Wainwright","startTime":1535.936,"endTime":1536.236,"body":"hard"},{"speaker":"Mark Wainwright","startTime":1536.236,"endTime":1536.356,"body":"to"},{"speaker":"Mark Wainwright","startTime":1536.356,"endTime":1536.666,"body":"walk"},{"speaker":"Mark Wainwright","startTime":1536.666,"endTime":1537.006,"body":"someone"},{"speaker":"Mark Wainwright","startTime":1537.016,"endTime":1537.226,"body":"up"},{"speaker":"Mark Wainwright","startTime":1537.226,"endTime":1537.636,"body":"from,"},{"speaker":"Mark Wainwright","startTime":1538.112,"endTime":1538.252,"body":"to"},{"speaker":"Mark Wainwright","startTime":1538.262,"endTime":1538.582,"body":"being"},{"speaker":"Mark Wainwright","startTime":1538.582,"endTime":1538.779,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1538.779,"endTime":1539.089,"body":"top"},{"speaker":"Mark Wainwright","startTime":1539.089,"endTime":1539.449,"body":"dollar"},{"speaker":"Mark Wainwright","startTime":1539.449,"endTime":1539.879,"body":"client"},{"speaker":"Mark Wainwright","startTime":1539.879,"endTime":1540.009,"body":"of"},{"speaker":"Mark Wainwright","startTime":1540.009,"endTime":1540.369,"body":"yours,"},{"speaker":"Mark Wainwright","startTime":1540.409,"endTime":1540.699,"body":"or"},{"speaker":"Mark Wainwright","startTime":1540.699,"endTime":1540.849,"body":"at"},{"speaker":"Mark Wainwright","startTime":1540.849,"endTime":1541.159,"body":"least"},{"speaker":"Mark Wainwright","startTime":1541.159,"endTime":1541.259,"body":"it"},{"speaker":"Mark Wainwright","startTime":1541.259,"endTime":1541.479,"body":"takes"},{"speaker":"Mark Wainwright","startTime":1541.479,"endTime":1541.569,"body":"a"},{"speaker":"Mark Wainwright","startTime":1541.569,"endTime":1541.799,"body":"really"},{"speaker":"Mark Wainwright","startTime":1541.799,"endTime":1542.019,"body":"long"},{"speaker":"Mark Wainwright","startTime":1542.019,"endTime":1542.439,"body":"time."},{"speaker":"Mark Wainwright","startTime":1542.949,"endTime":1543.369,"body":"so"},{"speaker":"Mark Wainwright","startTime":1543.479,"endTime":1543.749,"body":"yeah,"},{"speaker":"Mark Wainwright","startTime":1543.779,"endTime":1544.109,"body":"I"},{"speaker":"Mark Wainwright","startTime":1544.109,"endTime":1544.369,"body":"think"},{"speaker":"Mark Wainwright","startTime":1544.369,"endTime":1544.549,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1544.559,"endTime":1544.989,"body":"probably"},{"speaker":"Mark Wainwright","startTime":1544.989,"endTime":1545.409,"body":"something"},{"speaker":"Mark Wainwright","startTime":1545.409,"endTime":1545.629,"body":"that"},{"speaker":"Mark Wainwright","startTime":1545.629,"endTime":1546.079,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1546.379,"endTime":1546.619,"body":"of"},{"speaker":"Mark Wainwright","startTime":1546.619,"endTime":1547.479,"body":"reasonable"},{"speaker":"Mark Wainwright","startTime":1547.619,"endTime":1548.089,"body":"size"},{"speaker":"Mark Wainwright","startTime":1548.089,"endTime":1548.279,"body":"and"},{"speaker":"Mark Wainwright","startTime":1548.279,"endTime":1548.649,"body":"scope"},{"speaker":"Mark Wainwright","startTime":1548.649,"endTime":1548.859,"body":"and"},{"speaker":"Mark Wainwright","startTime":1548.859,"endTime":1549.629,"body":"dollars"},{"speaker":"Mark Wainwright","startTime":1549.899,"endTime":1550.349,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1550.709,"endTime":1550.939,"body":"is"},{"speaker":"Mark Wainwright","startTime":1550.939,"endTime":1551.259,"body":"low"},{"speaker":"Mark Wainwright","startTime":1551.259,"endTime":1551.849,"body":"risk"},{"speaker":"Mark Wainwright","startTime":1552.139,"endTime":1552.459,"body":"for"},{"speaker":"Mark Wainwright","startTime":1552.459,"endTime":1552.559,"body":"a"},{"speaker":"Mark Wainwright","startTime":1552.589,"endTime":1553.179,"body":"prospective"},{"speaker":"Mark Wainwright","startTime":1553.179,"endTime":1553.749,"body":"client"},{"speaker":"Mark Wainwright","startTime":1554.089,"endTime":1554.419,"body":"and"},{"speaker":"Mark Wainwright","startTime":1554.489,"endTime":1554.649,"body":"is"},{"speaker":"Mark Wainwright","startTime":1554.649,"endTime":1555.249,"body":"something"},{"speaker":"Mark Wainwright","startTime":1555.259,"endTime":1555.659,"body":"that"},{"speaker":"Mark Wainwright","startTime":1556.069,"endTime":1556.239,"body":"the"},{"speaker":"Mark Wainwright","startTime":1556.249,"endTime":1556.679,"body":"value"},{"speaker":"Mark Wainwright","startTime":1556.679,"endTime":1556.799,"body":"of"},{"speaker":"Mark Wainwright","startTime":1556.799,"endTime":1556.929,"body":"it"},{"speaker":"Mark Wainwright","startTime":1556.929,"endTime":1557.509,"body":"screams"},{"speaker":"Mark Wainwright","startTime":1557.509,"endTime":1557.669,"body":"at"},{"speaker":"Mark Wainwright","startTime":1557.669,"endTime":1557.929,"body":"them,"},{"speaker":"Mark Wainwright","startTime":1558.089,"endTime":1558.239,"body":"you"},{"speaker":"Mark Wainwright","startTime":1558.239,"endTime":1558.439,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1558.509,"endTime":1558.949,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1558.999,"endTime":1559.109,"body":"Oh"},{"speaker":"Mark Wainwright","startTime":1559.109,"endTime":1559.269,"body":"my"},{"speaker":"Mark Wainwright","startTime":1559.269,"endTime":1559.539,"body":"gosh,"},{"speaker":"Mark Wainwright","startTime":1559.539,"endTime":1559.709,"body":"this"},{"speaker":"Mark Wainwright","startTime":1559.709,"endTime":1559.839,"body":"is"},{"speaker":"Mark Wainwright","startTime":1559.839,"endTime":1560.049,"body":"such"},{"speaker":"Mark Wainwright","startTime":1560.049,"endTime":1560.099,"body":"a"},{"speaker":"Mark Wainwright","startTime":1560.099,"endTime":1560.419,"body":"great"},{"speaker":"Mark Wainwright","startTime":1560.419,"endTime":1560.929,"body":"deal"},{"speaker":"Mark Wainwright","startTime":1561.399,"endTime":1561.709,"body":"just"},{"speaker":"Mark Wainwright","startTime":1561.769,"endTime":1561.949,"body":"is"},{"speaker":"Mark Wainwright","startTime":1561.949,"endTime":1562.389,"body":"obvious."},{"speaker":"John Tyreman","startTime":1562.389,"endTime":1562.509,"body":"I"},{"speaker":"John Tyreman","startTime":1562.519,"endTime":1562.719,"body":"think"},{"speaker":"John Tyreman","startTime":1562.719,"endTime":1562.879,"body":"there's"},{"speaker":"John Tyreman","startTime":1562.879,"endTime":1562.949,"body":"a"},{"speaker":"John Tyreman","startTime":1562.949,"endTime":1563.309,"body":"couple"},{"speaker":"John Tyreman","startTime":1563.309,"endTime":1563.409,"body":"of"},{"speaker":"John Tyreman","startTime":1563.409,"endTime":1563.919,"body":"factors"},{"speaker":"John Tyreman","startTime":1563.929,"endTime":1563.949,"body":"at"},{"speaker":"John Tyreman","startTime":1564.059,"endTime":1564.519,"body":"play."},{"speaker":"John Tyreman","startTime":1564.839,"endTime":1565.099,"body":"there's"},{"speaker":"John Tyreman","startTime":1565.099,"endTime":1565.199,"body":"the"},{"speaker":"John Tyreman","startTime":1565.199,"endTime":1565.489,"body":"tribe"},{"speaker":"John Tyreman","startTime":1565.499,"endTime":1565.819,"body":"before"},{"speaker":"John Tyreman","startTime":1565.819,"endTime":1565.979,"body":"you"},{"speaker":"John Tyreman","startTime":1565.979,"endTime":1566.509,"body":"buy"},{"speaker":"John Tyreman","startTime":1566.769,"endTime":1566.979,"body":"type"},{"speaker":"John Tyreman","startTime":1566.979,"endTime":1567.069,"body":"of"},{"speaker":"John Tyreman","startTime":1567.069,"endTime":1567.389,"body":"thing,"},{"speaker":"John Tyreman","startTime":1567.389,"endTime":1567.679,"body":"right?"},{"speaker":"John Tyreman","startTime":1567.679,"endTime":1567.989,"body":"Where,"},{"speaker":"John Tyreman","startTime":1567.999,"endTime":1568.169,"body":"if"},{"speaker":"John Tyreman","startTime":1568.169,"endTime":1568.379,"body":"this"},{"speaker":"John Tyreman","startTime":1568.389,"endTime":1569.039,"body":"introductory"},{"speaker":"John Tyreman","startTime":1569.039,"endTime":1569.649,"body":"offer"},{"speaker":"John Tyreman","startTime":1569.719,"endTime":1569.829,"body":"or"},{"speaker":"John Tyreman","startTime":1569.829,"endTime":1570.049,"body":"this"},{"speaker":"John Tyreman","startTime":1570.049,"endTime":1570.589,"body":"focused"},{"speaker":"John Tyreman","startTime":1570.589,"endTime":1571.119,"body":"offer"},{"speaker":"John Tyreman","startTime":1571.159,"endTime":1571.569,"body":"is"},{"speaker":"John Tyreman","startTime":1571.609,"endTime":1571.879,"body":"maybe"},{"speaker":"John Tyreman","startTime":1571.879,"endTime":1572.009,"body":"it's"},{"speaker":"John Tyreman","startTime":1572.009,"endTime":1572.119,"body":"a"},{"speaker":"John Tyreman","startTime":1572.129,"endTime":1572.469,"body":"bite"},{"speaker":"John Tyreman","startTime":1572.509,"endTime":1572.669,"body":"of"},{"speaker":"John Tyreman","startTime":1572.669,"endTime":1572.819,"body":"the"},{"speaker":"John Tyreman","startTime":1572.819,"endTime":1573.299,"body":"apple."},{"speaker":"John Tyreman","startTime":1573.529,"endTime":1573.719,"body":"And"},{"speaker":"John Tyreman","startTime":1573.719,"endTime":1573.829,"body":"so"},{"speaker":"John Tyreman","startTime":1573.829,"endTime":1573.959,"body":"they"},{"speaker":"John Tyreman","startTime":1573.959,"endTime":1574.419,"body":"understand"},{"speaker":"John Tyreman","startTime":1574.419,"endTime":1574.559,"body":"what"},{"speaker":"John Tyreman","startTime":1574.559,"endTime":1574.719,"body":"it's"},{"speaker":"John Tyreman","startTime":1574.719,"endTime":1574.889,"body":"like"},{"speaker":"John Tyreman","startTime":1574.889,"endTime":1574.989,"body":"to"},{"speaker":"John Tyreman","startTime":1574.989,"endTime":1575.189,"body":"work"},{"speaker":"John Tyreman","startTime":1575.189,"endTime":1575.339,"body":"with"},{"speaker":"John Tyreman","startTime":1575.339,"endTime":1575.559,"body":"you."},{"speaker":"John Tyreman","startTime":1575.559,"endTime":1575.739,"body":"You"},{"speaker":"John Tyreman","startTime":1575.739,"endTime":1576.259,"body":"understand"},{"speaker":"John Tyreman","startTime":1576.259,"endTime":1576.399,"body":"what"},{"speaker":"John Tyreman","startTime":1576.399,"endTime":1576.549,"body":"it's"},{"speaker":"John Tyreman","startTime":1576.549,"endTime":1576.729,"body":"like"},{"speaker":"John Tyreman","startTime":1576.729,"endTime":1576.839,"body":"to"},{"speaker":"John Tyreman","startTime":1576.839,"endTime":1577.069,"body":"work"},{"speaker":"John Tyreman","startTime":1577.069,"endTime":1577.269,"body":"with"},{"speaker":"John Tyreman","startTime":1577.269,"endTime":1577.669,"body":"them."},{"speaker":"John Tyreman","startTime":1577.939,"endTime":1578.099,"body":"And"},{"speaker":"John Tyreman","startTime":1578.099,"endTime":1578.189,"body":"so"},{"speaker":"John Tyreman","startTime":1578.189,"endTime":1578.359,"body":"you've"},{"speaker":"John Tyreman","startTime":1578.359,"endTime":1578.509,"body":"got"},{"speaker":"John Tyreman","startTime":1578.509,"endTime":1578.559,"body":"a"},{"speaker":"John Tyreman","startTime":1578.559,"endTime":1578.769,"body":"good"},{"speaker":"John Tyreman","startTime":1578.769,"endTime":1579.469,"body":"understanding"},{"speaker":"John Tyreman","startTime":1579.469,"endTime":1579.749,"body":"of,"},{"speaker":"John Tyreman","startTime":1580.019,"endTime":1580.349,"body":"okay,"},{"speaker":"John Tyreman","startTime":1580.369,"endTime":1580.659,"body":"is"},{"speaker":"John Tyreman","startTime":1580.659,"endTime":1580.879,"body":"there"},{"speaker":"John Tyreman","startTime":1580.879,"endTime":1581.079,"body":"some,"},{"speaker":"John Tyreman","startTime":1581.079,"endTime":1581.319,"body":"they're"},{"speaker":"John Tyreman","startTime":1581.319,"endTime":1581.679,"body":"there,"},{"speaker":"John Tyreman","startTime":1581.729,"endTime":1582.039,"body":"right?"},{"speaker":"John Tyreman","startTime":1582.059,"endTime":1582.309,"body":"Is"},{"speaker":"John Tyreman","startTime":1582.319,"endTime":1582.519,"body":"this"},{"speaker":"John Tyreman","startTime":1582.519,"endTime":1582.599,"body":"a"},{"speaker":"John Tyreman","startTime":1582.599,"endTime":1583.319,"body":"relationship"},{"speaker":"John Tyreman","startTime":1583.329,"endTime":1583.599,"body":"worth"},{"speaker":"John Tyreman","startTime":1583.599,"endTime":1584.399,"body":"expanding?"},{"speaker":"Mark Wainwright","startTime":1585.019,"endTime":1585.189,"body":"It's"},{"speaker":"Mark Wainwright","startTime":1585.189,"endTime":1585.229,"body":"a"},{"speaker":"Mark Wainwright","startTime":1585.229,"endTime":1585.399,"body":"good"},{"speaker":"Mark Wainwright","startTime":1585.399,"endTime":1585.769,"body":"test."},{"speaker":"Mark Wainwright","startTime":1586.039,"endTime":1586.439,"body":"Exactly."},{"speaker":"John Tyreman","startTime":1586.786,"endTime":1586.926,"body":"And"},{"speaker":"John Tyreman","startTime":1586.926,"endTime":1587.006,"body":"I"},{"speaker":"John Tyreman","startTime":1587.026,"endTime":1587.226,"body":"think"},{"speaker":"John Tyreman","startTime":1587.236,"endTime":1587.576,"body":"another"},{"speaker":"John Tyreman","startTime":1587.576,"endTime":1587.826,"body":"part"},{"speaker":"John Tyreman","startTime":1587.826,"endTime":1587.976,"body":"of"},{"speaker":"John Tyreman","startTime":1587.976,"endTime":1588.166,"body":"it"},{"speaker":"John Tyreman","startTime":1588.196,"endTime":1588.596,"body":"is"},{"speaker":"John Tyreman","startTime":1588.606,"endTime":1588.786,"body":"with"},{"speaker":"John Tyreman","startTime":1588.786,"endTime":1588.956,"body":"this"},{"speaker":"John Tyreman","startTime":1588.956,"endTime":1589.396,"body":"focus"},{"speaker":"John Tyreman","startTime":1589.396,"endTime":1589.726,"body":"offer,"},{"speaker":"John Tyreman","startTime":1589.726,"endTime":1589.936,"body":"you're"},{"speaker":"John Tyreman","startTime":1589.936,"endTime":1590.286,"body":"not"},{"speaker":"John Tyreman","startTime":1590.296,"endTime":1590.766,"body":"spinning"},{"speaker":"John Tyreman","startTime":1590.766,"endTime":1590.916,"body":"your"},{"speaker":"John Tyreman","startTime":1590.916,"endTime":1591.346,"body":"wheels,"},{"speaker":"John Tyreman","startTime":1591.346,"endTime":1591.636,"body":"trying"},{"speaker":"John Tyreman","startTime":1591.636,"endTime":1591.726,"body":"to"},{"speaker":"John Tyreman","startTime":1591.726,"endTime":1592.286,"body":"develop"},{"speaker":"John Tyreman","startTime":1592.286,"endTime":1592.386,"body":"a"},{"speaker":"John Tyreman","startTime":1592.396,"endTime":1592.736,"body":"big,"},{"speaker":"John Tyreman","startTime":1592.746,"endTime":1593.376,"body":"robust"},{"speaker":"John Tyreman","startTime":1593.386,"endTime":1594.116,"body":"solution"},{"speaker":"John Tyreman","startTime":1594.116,"endTime":1594.316,"body":"right"},{"speaker":"John Tyreman","startTime":1594.316,"endTime":1594.426,"body":"out"},{"speaker":"John Tyreman","startTime":1594.426,"endTime":1594.546,"body":"of"},{"speaker":"John Tyreman","startTime":1594.546,"endTime":1594.636,"body":"the"},{"speaker":"John Tyreman","startTime":1594.636,"endTime":1595.126,"body":"gate."},{"speaker":"John Tyreman","startTime":1595.126,"endTime":1595.336,"body":"That's"},{"speaker":"John Tyreman","startTime":1595.336,"endTime":1595.526,"body":"really"},{"speaker":"John Tyreman","startTime":1595.526,"endTime":1596.066,"body":"important"},{"speaker":"John Tyreman","startTime":1596.126,"endTime":1596.366,"body":"in"},{"speaker":"John Tyreman","startTime":1596.366,"endTime":1596.436,"body":"a"},{"speaker":"John Tyreman","startTime":1596.436,"endTime":1596.726,"body":"number"},{"speaker":"John Tyreman","startTime":1596.726,"endTime":1596.776,"body":"of"},{"speaker":"John Tyreman","startTime":1596.776,"endTime":1596.966,"body":"different"},{"speaker":"John Tyreman","startTime":1596.966,"endTime":1597.216,"body":"ways."},{"speaker":"John Tyreman","startTime":1597.216,"endTime":1597.436,"body":"Number"},{"speaker":"John Tyreman","startTime":1597.436,"endTime":1597.746,"body":"one,"},{"speaker":"John Tyreman","startTime":1597.746,"endTime":1597.856,"body":"going"},{"speaker":"John Tyreman","startTime":1597.856,"endTime":1597.916,"body":"to"},{"speaker":"John Tyreman","startTime":1597.916,"endTime":1598.156,"body":"cut"},{"speaker":"John Tyreman","startTime":1598.166,"endTime":1598.486,"body":"the"},{"speaker":"John Tyreman","startTime":1598.486,"endTime":1598.736,"body":"tribe"},{"speaker":"John Tyreman","startTime":1598.736,"endTime":1598.946,"body":"before"},{"speaker":"John Tyreman","startTime":1598.946,"endTime":1599.026,"body":"we"},{"speaker":"John Tyreman","startTime":1599.026,"endTime":1599.246,"body":"buy,"},{"speaker":"John Tyreman","startTime":1599.246,"endTime":1599.396,"body":"like"},{"speaker":"John Tyreman","startTime":1599.396,"endTime":1599.496,"body":"we"},{"speaker":"John Tyreman","startTime":1599.496,"endTime":1599.716,"body":"talked"},{"speaker":"John Tyreman","startTime":1599.726,"endTime":1600.056,"body":"about,"},{"speaker":"John Tyreman","startTime":1600.056,"endTime":1600.226,"body":"but"},{"speaker":"John Tyreman","startTime":1600.226,"endTime":1600.386,"body":"then"},{"speaker":"John Tyreman","startTime":1600.396,"endTime":1601.026,"body":"also,"},{"speaker":"John Tyreman","startTime":1601.376,"endTime":1601.746,"body":"if"},{"speaker":"John Tyreman","startTime":1602.006,"endTime":1602.136,"body":"a"},{"speaker":"John Tyreman","startTime":1602.136,"endTime":1602.656,"body":"client"},{"speaker":"John Tyreman","startTime":1602.656,"endTime":1603.056,"body":"pays"},{"speaker":"John Tyreman","startTime":1603.126,"endTime":1603.456,"body":"you"},{"speaker":"John Tyreman","startTime":1603.746,"endTime":1604.406,"body":"once,"},{"speaker":"John Tyreman","startTime":1604.506,"endTime":1604.686,"body":"they're"},{"speaker":"John Tyreman","startTime":1604.686,"endTime":1604.896,"body":"more"},{"speaker":"John Tyreman","startTime":1604.896,"endTime":1605.286,"body":"likely"},{"speaker":"John Tyreman","startTime":1605.286,"endTime":1605.376,"body":"to"},{"speaker":"John Tyreman","startTime":1605.376,"endTime":1605.636,"body":"pay"},{"speaker":"John Tyreman","startTime":1605.636,"endTime":1606.176,"body":"again."},{"speaker":"John Tyreman","startTime":1606.466,"endTime":1606.766,"body":"Right."},{"speaker":"John Tyreman","startTime":1606.816,"endTime":1607.016,"body":"And"},{"speaker":"John Tyreman","startTime":1607.016,"endTime":1607.196,"body":"so"},{"speaker":"John Tyreman","startTime":1607.196,"endTime":1607.276,"body":"it"},{"speaker":"John Tyreman","startTime":1607.276,"endTime":1607.896,"body":"becomes"},{"speaker":"John Tyreman","startTime":1607.976,"endTime":1608.456,"body":"easier"},{"speaker":"John Tyreman","startTime":1608.456,"endTime":1608.636,"body":"for"},{"speaker":"John Tyreman","startTime":1608.636,"endTime":1608.906,"body":"them"},{"speaker":"John Tyreman","startTime":1608.906,"endTime":1609.156,"body":"to"},{"speaker":"John Tyreman","startTime":1609.166,"endTime":1609.376,"body":"give"},{"speaker":"John Tyreman","startTime":1609.386,"endTime":1609.506,"body":"you"},{"speaker":"John Tyreman","startTime":1609.506,"endTime":1609.786,"body":"money."},{"speaker":"John Tyreman","startTime":1609.796,"endTime":1609.886,"body":"You've"},{"speaker":"John Tyreman","startTime":1609.886,"endTime":1610.076,"body":"already"},{"speaker":"John Tyreman","startTime":1610.076,"endTime":1610.736,"body":"established,"},{"speaker":"John Tyreman","startTime":1610.756,"endTime":1610.906,"body":"you"},{"speaker":"John Tyreman","startTime":1610.906,"endTime":1611.026,"body":"know,"},{"speaker":"John Tyreman","startTime":1611.026,"endTime":1611.256,"body":"all"},{"speaker":"John Tyreman","startTime":1611.256,"endTime":1611.336,"body":"of"},{"speaker":"John Tyreman","startTime":1611.336,"endTime":1611.686,"body":"that."},{"speaker":"Mark Wainwright","startTime":1612.801,"endTime":1613.011,"body":"And"},{"speaker":"Mark Wainwright","startTime":1613.011,"endTime":1613.221,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1613.221,"endTime":1613.371,"body":"where"},{"speaker":"Mark Wainwright","startTime":1613.371,"endTime":1613.601,"body":"the,"},{"speaker":"Mark Wainwright","startTime":1613.611,"endTime":1613.731,"body":"the"},{"speaker":"Mark Wainwright","startTime":1613.731,"endTime":1614.071,"body":"SWOT"},{"speaker":"Mark Wainwright","startTime":1614.071,"endTime":1614.571,"body":"analysis"},{"speaker":"Mark Wainwright","startTime":1614.571,"endTime":1614.841,"body":"rolls"},{"speaker":"Mark Wainwright","startTime":1614.841,"endTime":1615.061,"body":"into"},{"speaker":"Mark Wainwright","startTime":1615.061,"endTime":1615.261,"body":"this"},{"speaker":"Mark Wainwright","startTime":1615.261,"endTime":1615.421,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1615.421,"endTime":1615.731,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1615.731,"endTime":1615.951,"body":"is"},{"speaker":"Mark Wainwright","startTime":1615.961,"endTime":1616.227,"body":"that"},{"speaker":"Mark Wainwright","startTime":1616.227,"endTime":1616.664,"body":"people"},{"speaker":"Mark Wainwright","startTime":1616.834,"endTime":1617.244,"body":"probably"},{"speaker":"Mark Wainwright","startTime":1617.244,"endTime":1617.404,"body":"have"},{"speaker":"Mark Wainwright","startTime":1617.404,"endTime":1617.894,"body":"experience"},{"speaker":"Mark Wainwright","startTime":1617.894,"endTime":1618.034,"body":"with"},{"speaker":"Mark Wainwright","startTime":1618.034,"endTime":1618.124,"body":"a"},{"speaker":"Mark Wainwright","startTime":1618.144,"endTime":1618.414,"body":"SWOT"},{"speaker":"Mark Wainwright","startTime":1618.444,"endTime":1618.934,"body":"analysis"},{"speaker":"Mark Wainwright","startTime":1618.954,"endTime":1618.994,"body":"in"},{"speaker":"Mark Wainwright","startTime":1618.994,"endTime":1619.064,"body":"the"},{"speaker":"Mark Wainwright","startTime":1619.064,"endTime":1619.394,"body":"past."},{"speaker":"Mark Wainwright","startTime":1619.694,"endTime":1619.824,"body":"They"},{"speaker":"Mark Wainwright","startTime":1619.824,"endTime":1620.084,"body":"probably"},{"speaker":"Mark Wainwright","startTime":1620.094,"endTime":1620.254,"body":"have"},{"speaker":"Mark Wainwright","startTime":1620.254,"endTime":1620.644,"body":"experience"},{"speaker":"Mark Wainwright","startTime":1620.644,"endTime":1620.764,"body":"with"},{"speaker":"Mark Wainwright","startTime":1620.774,"endTime":1621.084,"body":"ones"},{"speaker":"Mark Wainwright","startTime":1621.084,"endTime":1621.354,"body":"done"},{"speaker":"Mark Wainwright","startTime":1621.384,"endTime":1621.964,"body":"poorly,"},{"speaker":"Mark Wainwright","startTime":1622.454,"endTime":1622.654,"body":"you"},{"speaker":"Mark Wainwright","startTime":1622.654,"endTime":1622.894,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1622.984,"endTime":1623.284,"body":"where"},{"speaker":"Mark Wainwright","startTime":1623.284,"endTime":1623.594,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1623.614,"endTime":1623.824,"body":"this"},{"speaker":"Mark Wainwright","startTime":1623.844,"endTime":1624.324,"body":"laundry"},{"speaker":"Mark Wainwright","startTime":1624.324,"endTime":1624.614,"body":"list"},{"speaker":"Mark Wainwright","startTime":1624.614,"endTime":1624.744,"body":"of"},{"speaker":"Mark Wainwright","startTime":1624.744,"endTime":1624.874,"body":"all"},{"speaker":"Mark Wainwright","startTime":1624.874,"endTime":1625.054,"body":"these"},{"speaker":"Mark Wainwright","startTime":1625.054,"endTime":1625.324,"body":"things"},{"speaker":"Mark Wainwright","startTime":1625.324,"endTime":1625.464,"body":"we"},{"speaker":"Mark Wainwright","startTime":1625.464,"endTime":1625.664,"body":"do"},{"speaker":"Mark Wainwright","startTime":1625.664,"endTime":1625.984,"body":"well,"},{"speaker":"Mark Wainwright","startTime":1625.984,"endTime":1626.134,"body":"and"},{"speaker":"Mark Wainwright","startTime":1626.134,"endTime":1626.164,"body":"a"},{"speaker":"Mark Wainwright","startTime":1626.164,"endTime":1626.364,"body":"very"},{"speaker":"Mark Wainwright","startTime":1626.364,"endTime":1626.644,"body":"short"},{"speaker":"Mark Wainwright","startTime":1626.664,"endTime":1626.924,"body":"list"},{"speaker":"Mark Wainwright","startTime":1626.924,"endTime":1627.014,"body":"of"},{"speaker":"Mark Wainwright","startTime":1627.014,"endTime":1627.134,"body":"all"},{"speaker":"Mark Wainwright","startTime":1627.134,"endTime":1627.224,"body":"the"},{"speaker":"Mark Wainwright","startTime":1627.224,"endTime":1627.984,"body":"weaknesses."},{"speaker":"Mark Wainwright","startTime":1628.294,"endTime":1628.504,"body":"There's"},{"speaker":"Mark Wainwright","startTime":1628.504,"endTime":1628.584,"body":"a"},{"speaker":"Mark Wainwright","startTime":1628.584,"endTime":1628.954,"body":"long"},{"speaker":"Mark Wainwright","startTime":1628.954,"endTime":1629.224,"body":"list"},{"speaker":"Mark Wainwright","startTime":1629.224,"endTime":1629.374,"body":"of"},{"speaker":"Mark Wainwright","startTime":1629.414,"endTime":1629.944,"body":"external"},{"speaker":"Mark Wainwright","startTime":1630.014,"endTime":1630.664,"body":"marketplace"},{"speaker":"Mark Wainwright","startTime":1630.704,"endTime":1631.294,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1631.294,"endTime":1631.394,"body":"and"},{"speaker":"Mark Wainwright","startTime":1631.404,"endTime":1631.474,"body":"a"},{"speaker":"Mark Wainwright","startTime":1631.474,"endTime":1631.954,"body":"very"},{"speaker":"Mark Wainwright","startTime":1631.964,"endTime":1632.284,"body":"short"},{"speaker":"Mark Wainwright","startTime":1632.284,"endTime":1632.534,"body":"list"},{"speaker":"Mark Wainwright","startTime":1632.534,"endTime":1632.644,"body":"of"},{"speaker":"Mark Wainwright","startTime":1632.694,"endTime":1633.274,"body":"threats."},{"speaker":"Mark Wainwright","startTime":1633.534,"endTime":1633.674,"body":"And"},{"speaker":"Mark Wainwright","startTime":1633.674,"endTime":1633.834,"body":"I"},{"speaker":"Mark Wainwright","startTime":1633.974,"endTime":1634.564,"body":"generally,"},{"speaker":"Mark Wainwright","startTime":1634.704,"endTime":1635.184,"body":"those"},{"speaker":"Mark Wainwright","startTime":1635.184,"endTime":1635.424,"body":"are"},{"speaker":"Mark Wainwright","startTime":1635.694,"endTime":1635.944,"body":"with"},{"speaker":"Mark Wainwright","startTime":1635.954,"endTime":1636.504,"body":"blinders"},{"speaker":"Mark Wainwright","startTime":1636.504,"endTime":1636.914,"body":"on."},{"speaker":"Mark Wainwright","startTime":1637.129,"endTime":1637.449,"body":"With"},{"speaker":"Mark Wainwright","startTime":1637.509,"endTime":1637.779,"body":"people"},{"speaker":"Mark Wainwright","startTime":1637.779,"endTime":1637.949,"body":"who"},{"speaker":"Mark Wainwright","startTime":1637.949,"endTime":1638.239,"body":"are,"},{"speaker":"Mark Wainwright","startTime":1638.289,"endTime":1638.669,"body":"overly"},{"speaker":"Mark Wainwright","startTime":1638.669,"endTime":1639.549,"body":"optimistic,"},{"speaker":"Mark Wainwright","startTime":1639.909,"endTime":1640.189,"body":"all"},{"speaker":"Mark Wainwright","startTime":1640.189,"endTime":1640.249,"body":"of"},{"speaker":"Mark Wainwright","startTime":1640.249,"endTime":1640.519,"body":"that"},{"speaker":"Mark Wainwright","startTime":1640.529,"endTime":1640.879,"body":"stuff,"},{"speaker":"Mark Wainwright","startTime":1640.879,"endTime":1640.989,"body":"the"},{"speaker":"Mark Wainwright","startTime":1640.989,"endTime":1641.599,"body":"confirmation"},{"speaker":"Mark Wainwright","startTime":1641.599,"endTime":1641.819,"body":"bias"},{"speaker":"Mark Wainwright","startTime":1641.829,"endTime":1642.099,"body":"starts"},{"speaker":"Mark Wainwright","startTime":1642.099,"endTime":1642.359,"body":"coming"},{"speaker":"Mark Wainwright","startTime":1642.359,"endTime":1642.519,"body":"into"},{"speaker":"Mark Wainwright","startTime":1642.519,"endTime":1642.679,"body":"this"},{"speaker":"Mark Wainwright","startTime":1642.679,"endTime":1642.799,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1642.799,"endTime":1643.039,"body":"thing."},{"speaker":"Mark Wainwright","startTime":1643.359,"endTime":1643.789,"body":"so"},{"speaker":"Mark Wainwright","startTime":1644.349,"endTime":1644.479,"body":"I"},{"speaker":"Mark Wainwright","startTime":1644.479,"endTime":1644.759,"body":"think"},{"speaker":"Mark Wainwright","startTime":1644.759,"endTime":1644.869,"body":"the"},{"speaker":"Mark Wainwright","startTime":1644.869,"endTime":1645.199,"body":"power"},{"speaker":"Mark Wainwright","startTime":1645.199,"endTime":1645.309,"body":"of"},{"speaker":"Mark Wainwright","startTime":1645.309,"endTime":1645.399,"body":"the"},{"speaker":"Mark Wainwright","startTime":1645.399,"endTime":1645.679,"body":"SWOT"},{"speaker":"Mark Wainwright","startTime":1645.679,"endTime":1646.159,"body":"analysis"},{"speaker":"Mark Wainwright","startTime":1646.159,"endTime":1646.259,"body":"is"},{"speaker":"Mark Wainwright","startTime":1646.259,"endTime":1646.369,"body":"to"},{"speaker":"Mark Wainwright","startTime":1646.369,"endTime":1646.699,"body":"approach"},{"speaker":"Mark Wainwright","startTime":1646.699,"endTime":1646.839,"body":"it"},{"speaker":"Mark Wainwright","startTime":1646.839,"endTime":1646.939,"body":"kind"},{"speaker":"Mark Wainwright","startTime":1646.939,"endTime":1647.019,"body":"of"},{"speaker":"Mark Wainwright","startTime":1647.039,"endTime":1647.359,"body":"open"},{"speaker":"Mark Wainwright","startTime":1647.359,"endTime":1647.519,"body":"eyed"},{"speaker":"Mark Wainwright","startTime":1647.519,"endTime":1647.649,"body":"and"},{"speaker":"Mark Wainwright","startTime":1647.649,"endTime":1647.929,"body":"really"},{"speaker":"Mark Wainwright","startTime":1647.969,"endTime":1648.429,"body":"honestly"},{"speaker":"Mark Wainwright","startTime":1648.429,"endTime":1648.559,"body":"and"},{"speaker":"Mark Wainwright","startTime":1648.559,"endTime":1648.729,"body":"say,"},{"speaker":"Mark Wainwright","startTime":1648.729,"endTime":1649.009,"body":"look,"},{"speaker":"Mark Wainwright","startTime":1649.349,"endTime":1649.529,"body":"we"},{"speaker":"Mark Wainwright","startTime":1649.529,"endTime":1649.679,"body":"have"},{"speaker":"Mark Wainwright","startTime":1649.679,"endTime":1649.749,"body":"to"},{"speaker":"Mark Wainwright","startTime":1649.759,"endTime":1649.889,"body":"be"},{"speaker":"Mark Wainwright","startTime":1649.889,"endTime":1650.649,"body":"reasonable"},{"speaker":"Mark Wainwright","startTime":1651.179,"endTime":1651.299,"body":"and"},{"speaker":"Mark Wainwright","startTime":1651.299,"endTime":1651.429,"body":"if"},{"speaker":"Mark Wainwright","startTime":1651.439,"endTime":1651.459,"body":"a"},{"speaker":"Mark Wainwright","startTime":1651.459,"endTime":1651.689,"body":"hundred"},{"speaker":"Mark Wainwright","startTime":1651.689,"endTime":1651.969,"body":"percent"},{"speaker":"Mark Wainwright","startTime":1651.969,"endTime":1652.189,"body":"clear"},{"speaker":"Mark Wainwright","startTime":1652.189,"endTime":1652.409,"body":"about"},{"speaker":"Mark Wainwright","startTime":1652.409,"endTime":1652.519,"body":"what"},{"speaker":"Mark Wainwright","startTime":1652.519,"endTime":1652.599,"body":"our"},{"speaker":"Mark Wainwright","startTime":1652.599,"endTime":1652.919,"body":"internal"},{"speaker":"Mark Wainwright","startTime":1652.919,"endTime":1653.259,"body":"strengths"},{"speaker":"Mark Wainwright","startTime":1653.269,"endTime":1653.459,"body":"are,"},{"speaker":"Mark Wainwright","startTime":1653.539,"endTime":1653.819,"body":"because"},{"speaker":"Mark Wainwright","startTime":1653.849,"endTime":1653.919,"body":"I"},{"speaker":"Mark Wainwright","startTime":1653.919,"endTime":1654.099,"body":"think"},{"speaker":"Mark Wainwright","startTime":1654.099,"endTime":1654.199,"body":"the"},{"speaker":"Mark Wainwright","startTime":1654.199,"endTime":1654.709,"body":"reality"},{"speaker":"Mark Wainwright","startTime":1654.709,"endTime":1655.019,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1655.349,"endTime":1655.669,"body":"When"},{"speaker":"Mark Wainwright","startTime":1655.669,"endTime":1656.139,"body":"organizations"},{"speaker":"Mark Wainwright","startTime":1656.139,"endTime":1656.389,"body":"strip"},{"speaker":"Mark Wainwright","startTime":1656.389,"endTime":1656.699,"body":"everything"},{"speaker":"Mark Wainwright","startTime":1656.699,"endTime":1657.039,"body":"away,"},{"speaker":"Mark Wainwright","startTime":1657.069,"endTime":1657.459,"body":"particularly"},{"speaker":"Mark Wainwright","startTime":1657.459,"endTime":1657.609,"body":"with"},{"speaker":"Mark Wainwright","startTime":1657.609,"endTime":1658.039,"body":"developing"},{"speaker":"Mark Wainwright","startTime":1658.039,"endTime":1658.159,"body":"new"},{"speaker":"Mark Wainwright","startTime":1658.159,"endTime":1658.659,"body":"business,"},{"speaker":"Mark Wainwright","startTime":1658.659,"endTime":1658.799,"body":"you"},{"speaker":"Mark Wainwright","startTime":1658.799,"endTime":1658.919,"body":"have"},{"speaker":"Mark Wainwright","startTime":1658.919,"endTime":1659.009,"body":"to"},{"speaker":"Mark Wainwright","startTime":1659.009,"endTime":1659.179,"body":"come"},{"speaker":"Mark Wainwright","startTime":1659.179,"endTime":1659.329,"body":"down"},{"speaker":"Mark Wainwright","startTime":1659.329,"endTime":1659.449,"body":"with"},{"speaker":"Mark Wainwright","startTime":1659.449,"endTime":1659.519,"body":"a"},{"speaker":"Mark Wainwright","startTime":1659.519,"endTime":1659.769,"body":"really"},{"speaker":"Mark Wainwright","startTime":1659.799,"endTime":1660.059,"body":"tight"},{"speaker":"Mark Wainwright","startTime":1660.069,"endTime":1660.359,"body":"list"},{"speaker":"Mark Wainwright","startTime":1660.359,"endTime":1660.489,"body":"of"},{"speaker":"Mark Wainwright","startTime":1660.489,"endTime":1661.059,"body":"strengths"},{"speaker":"Mark Wainwright","startTime":1661.629,"endTime":1661.959,"body":"because"},{"speaker":"Mark Wainwright","startTime":1661.959,"endTime":1662.139,"body":"there's"},{"speaker":"Mark Wainwright","startTime":1662.139,"endTime":1662.419,"body":"probably"},{"speaker":"Mark Wainwright","startTime":1662.419,"endTime":1662.499,"body":"a"},{"speaker":"Mark Wainwright","startTime":1662.499,"endTime":1663.019,"body":"whole"},{"speaker":"Mark Wainwright","startTime":1663.029,"endTime":1663.239,"body":"ton"},{"speaker":"Mark Wainwright","startTime":1663.239,"endTime":1663.339,"body":"of"},{"speaker":"Mark Wainwright","startTime":1663.339,"endTime":1663.819,"body":"weaknesses"},{"speaker":"Mark Wainwright","startTime":1663.819,"endTime":1663.979,"body":"out"},{"speaker":"Mark Wainwright","startTime":1663.979,"endTime":1664.149,"body":"there"},{"speaker":"Mark Wainwright","startTime":1664.149,"endTime":1664.399,"body":"maybe"},{"speaker":"Mark Wainwright","startTime":1664.399,"endTime":1664.559,"body":"some"},{"speaker":"Mark Wainwright","startTime":1664.559,"endTime":1664.669,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1664.669,"endTime":1664.809,"body":"not"},{"speaker":"Mark Wainwright","startTime":1664.809,"endTime":1664.969,"body":"even"},{"speaker":"Mark Wainwright","startTime":1664.969,"endTime":1665.289,"body":"aware"},{"speaker":"Mark Wainwright","startTime":1665.289,"endTime":1665.579,"body":"of"},{"speaker":"Mark Wainwright","startTime":1665.719,"endTime":1665.829,"body":"the"},{"speaker":"Mark Wainwright","startTime":1665.829,"endTime":1666.149,"body":"same"},{"speaker":"Mark Wainwright","startTime":1666.149,"endTime":1666.569,"body":"way."},{"speaker":"Mark Wainwright","startTime":1667.014,"endTime":1667.334,"body":"There's"},{"speaker":"Mark Wainwright","startTime":1667.344,"endTime":1668.194,"body":"probably"},{"speaker":"Mark Wainwright","startTime":1668.194,"endTime":1668.564,"body":"very,"},{"speaker":"Mark Wainwright","startTime":1668.564,"endTime":1668.914,"body":"very"},{"speaker":"Mark Wainwright","startTime":1668.944,"endTime":1669.604,"body":"few"},{"speaker":"Mark Wainwright","startTime":1669.634,"endTime":1670.464,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1670.554,"endTime":1670.744,"body":"that"},{"speaker":"Mark Wainwright","startTime":1670.744,"endTime":1671.164,"body":"match"},{"speaker":"Mark Wainwright","startTime":1671.164,"endTime":1671.354,"body":"with"},{"speaker":"Mark Wainwright","startTime":1671.364,"endTime":1671.664,"body":"that"},{"speaker":"Mark Wainwright","startTime":1671.664,"endTime":1672.224,"body":"strength"},{"speaker":"Mark Wainwright","startTime":1672.384,"endTime":1672.564,"body":"and"},{"speaker":"Mark Wainwright","startTime":1672.564,"endTime":1672.594,"body":"a"},{"speaker":"Mark Wainwright","startTime":1672.594,"endTime":1673.074,"body":"long"},{"speaker":"Mark Wainwright","startTime":1673.074,"endTime":1673.374,"body":"list"},{"speaker":"Mark Wainwright","startTime":1673.374,"endTime":1673.554,"body":"of"},{"speaker":"Mark Wainwright","startTime":1673.584,"endTime":1673.974,"body":"threats"},{"speaker":"Mark Wainwright","startTime":1674.024,"endTime":1674.514,"body":"again,"},{"speaker":"Mark Wainwright","startTime":1674.524,"endTime":1674.684,"body":"that"},{"speaker":"Mark Wainwright","startTime":1674.684,"endTime":1674.814,"body":"you're"},{"speaker":"Mark Wainwright","startTime":1674.814,"endTime":1675.214,"body":"completely"},{"speaker":"Mark Wainwright","startTime":1675.214,"endTime":1675.684,"body":"unaware"},{"speaker":"Mark Wainwright","startTime":1675.684,"endTime":1675.914,"body":"of."},{"speaker":"Mark Wainwright","startTime":1676.354,"endTime":1676.924,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1677.204,"endTime":1677.504,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1677.504,"endTime":1677.624,"body":"what"},{"speaker":"Mark Wainwright","startTime":1677.624,"endTime":1677.804,"body":"this"},{"speaker":"Mark Wainwright","startTime":1677.804,"endTime":1678.144,"body":"focus"},{"speaker":"Mark Wainwright","startTime":1678.144,"endTime":1678.274,"body":"is."},{"speaker":"Mark Wainwright","startTime":1678.274,"endTime":1678.414,"body":"it"},{"speaker":"Mark Wainwright","startTime":1678.414,"endTime":1679.134,"body":"maximizes"},{"speaker":"Mark Wainwright","startTime":1679.134,"endTime":1679.304,"body":"your"},{"speaker":"Mark Wainwright","startTime":1679.304,"endTime":1679.724,"body":"strengths"},{"speaker":"Mark Wainwright","startTime":1679.724,"endTime":1679.844,"body":"and"},{"speaker":"Mark Wainwright","startTime":1679.844,"endTime":1679.924,"body":"the"},{"speaker":"Mark Wainwright","startTime":1679.924,"endTime":1680.474,"body":"opportunities"},{"speaker":"Mark Wainwright","startTime":1680.484,"endTime":1680.534,"body":"in"},{"speaker":"Mark Wainwright","startTime":1680.534,"endTime":1680.614,"body":"the"},{"speaker":"Mark Wainwright","startTime":1680.614,"endTime":1681.274,"body":"marketplace"},{"speaker":"Mark Wainwright","startTime":1681.284,"endTime":1681.404,"body":"and"},{"speaker":"Mark Wainwright","startTime":1681.404,"endTime":1681.484,"body":"it"},{"speaker":"Mark Wainwright","startTime":1681.504,"endTime":1682.464,"body":"minimizes"},{"speaker":"Mark Wainwright","startTime":1682.464,"endTime":1682.594,"body":"your"},{"speaker":"Mark Wainwright","startTime":1682.594,"endTime":1683.194,"body":"weaknesses"},{"speaker":"Mark Wainwright","startTime":1683.194,"endTime":1683.314,"body":"and"},{"speaker":"Mark Wainwright","startTime":1683.314,"endTime":1683.404,"body":"the"},{"speaker":"Mark Wainwright","startTime":1683.404,"endTime":1683.744,"body":"threats"},{"speaker":"Mark Wainwright","startTime":1683.744,"endTime":1683.914,"body":"out"},{"speaker":"Mark Wainwright","startTime":1683.914,"endTime":1684.154,"body":"there."},{"speaker":"Mark Wainwright","startTime":1684.154,"endTime":1684.334,"body":"And"},{"speaker":"Mark Wainwright","startTime":1684.334,"endTime":1684.504,"body":"that"},{"speaker":"Mark Wainwright","startTime":1684.504,"endTime":1684.734,"body":"puts"},{"speaker":"Mark Wainwright","startTime":1684.734,"endTime":1684.874,"body":"you"},{"speaker":"Mark Wainwright","startTime":1684.874,"endTime":1684.974,"body":"in"},{"speaker":"Mark Wainwright","startTime":1684.974,"endTime":1685.034,"body":"a"},{"speaker":"Mark Wainwright","startTime":1685.034,"endTime":1685.514,"body":"position,"},{"speaker":"Mark Wainwright","startTime":1685.684,"endTime":1685.924,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1685.924,"endTime":1686.124,"body":"And"},{"speaker":"Mark Wainwright","startTime":1686.124,"endTime":1686.414,"body":"from"},{"speaker":"Mark Wainwright","startTime":1686.414,"endTime":1686.594,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1686.604,"endTime":1686.754,"body":"you"},{"speaker":"Mark Wainwright","startTime":1686.754,"endTime":1686.924,"body":"can"},{"speaker":"Mark Wainwright","startTime":1686.934,"endTime":1687.394,"body":"develop."},{"speaker":"Mark Wainwright","startTime":1687.824,"endTime":1688.024,"body":"The"},{"speaker":"Mark Wainwright","startTime":1688.024,"endTime":1688.604,"body":"statement,"},{"speaker":"Mark Wainwright","startTime":1688.654,"endTime":1688.934,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1688.934,"endTime":1689.084,"body":"This"},{"speaker":"Mark Wainwright","startTime":1689.094,"endTime":1689.434,"body":"unique"},{"speaker":"Mark Wainwright","startTime":1689.434,"endTime":1689.734,"body":"selling"},{"speaker":"Mark Wainwright","startTime":1689.734,"endTime":1690.324,"body":"proposition,"},{"speaker":"Mark Wainwright","startTime":1690.324,"endTime":1690.474,"body":"this"},{"speaker":"Mark Wainwright","startTime":1690.474,"endTime":1690.754,"body":"unique"},{"speaker":"Mark Wainwright","startTime":1690.754,"endTime":1691.004,"body":"value"},{"speaker":"Mark Wainwright","startTime":1691.004,"endTime":1691.654,"body":"proposition,"},{"speaker":"Mark Wainwright","startTime":1691.914,"endTime":1692.304,"body":"that"},{"speaker":"Mark Wainwright","startTime":1692.304,"endTime":1692.474,"body":"is"},{"speaker":"Mark Wainwright","startTime":1692.474,"endTime":1692.634,"body":"what"},{"speaker":"Mark Wainwright","startTime":1692.634,"endTime":1692.824,"body":"you"},{"speaker":"Mark Wainwright","startTime":1692.834,"endTime":1693.254,"body":"go"},{"speaker":"Mark Wainwright","startTime":1693.314,"endTime":1693.494,"body":"and"},{"speaker":"Mark Wainwright","startTime":1693.494,"endTime":1693.674,"body":"take"},{"speaker":"Mark Wainwright","startTime":1693.674,"endTime":1693.784,"body":"to"},{"speaker":"Mark Wainwright","startTime":1693.784,"endTime":1693.884,"body":"the"},{"speaker":"Mark Wainwright","startTime":1693.884,"endTime":1694.514,"body":"marketplace."},{"speaker":"John Tyreman","startTime":1694.514,"endTime":1694.754,"body":"Love"},{"speaker":"John Tyreman","startTime":1694.754,"endTime":1695.054,"body":"that."},{"speaker":"John Tyreman","startTime":1695.494,"endTime":1695.714,"body":"Love"},{"speaker":"John Tyreman","startTime":1695.714,"endTime":1695.854,"body":"that."},{"speaker":"John Tyreman","startTime":1695.854,"endTime":1695.934,"body":"I"},{"speaker":"John Tyreman","startTime":1695.934,"endTime":1696.124,"body":"love"},{"speaker":"John Tyreman","startTime":1696.124,"endTime":1696.304,"body":"how"},{"speaker":"John Tyreman","startTime":1696.304,"endTime":1696.534,"body":"this"},{"speaker":"John Tyreman","startTime":1696.534,"endTime":1696.784,"body":"all"},{"speaker":"John Tyreman","startTime":1696.814,"endTime":1696.944,"body":"kind"},{"speaker":"John Tyreman","startTime":1696.944,"endTime":1697.064,"body":"of"},{"speaker":"John Tyreman","startTime":1697.064,"endTime":1697.674,"body":"dovetails"},{"speaker":"John Tyreman","startTime":1697.694,"endTime":1697.964,"body":"to"},{"speaker":"John Tyreman","startTime":1697.964,"endTime":1698.124,"body":"and"},{"speaker":"John Tyreman","startTime":1698.124,"endTime":1698.304,"body":"how"},{"speaker":"John Tyreman","startTime":1698.304,"endTime":1698.684,"body":"these"},{"speaker":"John Tyreman","startTime":1698.934,"endTime":1699.454,"body":"segment"},{"speaker":"John Tyreman","startTime":1699.454,"endTime":1700.014,"body":"development"},{"speaker":"John Tyreman","startTime":1700.014,"endTime":1700.604,"body":"plans"},{"speaker":"John Tyreman","startTime":1700.604,"endTime":1701.244,"body":"segue"},{"speaker":"John Tyreman","startTime":1701.244,"endTime":1701.654,"body":"very"},{"speaker":"John Tyreman","startTime":1701.654,"endTime":1702.524,"body":"naturally"},{"speaker":"John Tyreman","startTime":1702.534,"endTime":1702.864,"body":"into"},{"speaker":"John Tyreman","startTime":1702.864,"endTime":1703.264,"body":"account"},{"speaker":"John Tyreman","startTime":1703.284,"endTime":1703.934,"body":"development"},{"speaker":"John Tyreman","startTime":1703.934,"endTime":1704.514,"body":"plans."},{"speaker":"John Tyreman","startTime":1704.594,"endTime":1705.254,"body":"expanding"},{"speaker":"John Tyreman","startTime":1705.277,"endTime":1705.507,"body":"those"},{"speaker":"John Tyreman","startTime":1705.527,"endTime":1706.137,"body":"concentric"},{"speaker":"John Tyreman","startTime":1706.137,"endTime":1706.877,"body":"circles"},{"speaker":"John Tyreman","startTime":1707.187,"endTime":1707.437,"body":"out"},{"speaker":"John Tyreman","startTime":1707.437,"endTime":1707.647,"body":"into"},{"speaker":"John Tyreman","startTime":1707.647,"endTime":1707.737,"body":"the"},{"speaker":"John Tyreman","startTime":1707.737,"endTime":1708.407,"body":"marketplace."},{"speaker":"John Tyreman","startTime":1709.007,"endTime":1709.257,"body":"Well,"},{"speaker":"John Tyreman","startTime":1709.267,"endTime":1709.587,"body":"Mark,"},{"speaker":"John Tyreman","startTime":1709.587,"endTime":1709.757,"body":"this"},{"speaker":"John Tyreman","startTime":1709.757,"endTime":1709.927,"body":"has"},{"speaker":"John Tyreman","startTime":1709.927,"endTime":1710.097,"body":"just"},{"speaker":"John Tyreman","startTime":1710.097,"endTime":1710.247,"body":"been"},{"speaker":"John Tyreman","startTime":1710.247,"endTime":1710.297,"body":"a"},{"speaker":"John Tyreman","startTime":1710.297,"endTime":1710.907,"body":"fascinating"},{"speaker":"John Tyreman","startTime":1710.917,"endTime":1711.597,"body":"conversation."},{"speaker":"John Tyreman","startTime":1711.597,"endTime":1711.687,"body":"I"},{"speaker":"John Tyreman","startTime":1711.687,"endTime":1712.007,"body":"love"},{"speaker":"John Tyreman","startTime":1712.007,"endTime":1712.347,"body":"this,"},{"speaker":"John Tyreman","startTime":1712.447,"endTime":1713.257,"body":"choreography"},{"speaker":"John Tyreman","startTime":1713.257,"endTime":1713.417,"body":"that"},{"speaker":"John Tyreman","startTime":1713.417,"endTime":1713.607,"body":"needs"},{"speaker":"John Tyreman","startTime":1713.607,"endTime":1713.717,"body":"to"},{"speaker":"John Tyreman","startTime":1713.717,"endTime":1714.147,"body":"happen"},{"speaker":"John Tyreman","startTime":1714.147,"endTime":1714.627,"body":"between,"},{"speaker":"John Tyreman","startTime":1714.627,"endTime":1714.737,"body":"you"},{"speaker":"John Tyreman","startTime":1714.737,"endTime":1714.847,"body":"know,"},{"speaker":"John Tyreman","startTime":1714.857,"endTime":1715.447,"body":"marketing"},{"speaker":"John Tyreman","startTime":1715.457,"endTime":1715.957,"body":"roles"},{"speaker":"John Tyreman","startTime":1715.957,"endTime":1716.217,"body":"and"},{"speaker":"John Tyreman","startTime":1716.227,"endTime":1716.527,"body":"sit"},{"speaker":"John Tyreman","startTime":1716.527,"endTime":1716.717,"body":"and"},{"speaker":"John Tyreman","startTime":1716.717,"endTime":1717.267,"body":"selling"},{"speaker":"John Tyreman","startTime":1717.267,"endTime":1717.497,"body":"and,"},{"speaker":"John Tyreman","startTime":1717.777,"endTime":1717.877,"body":"how"},{"speaker":"John Tyreman","startTime":1717.877,"endTime":1718.037,"body":"that"},{"speaker":"John Tyreman","startTime":1718.037,"endTime":1718.357,"body":"plays"},{"speaker":"John Tyreman","startTime":1718.357,"endTime":1718.487,"body":"out"},{"speaker":"John Tyreman","startTime":1718.487,"endTime":1718.507,"body":"in"},{"speaker":"John Tyreman","startTime":1718.517,"endTime":1718.647,"body":"the"},{"speaker":"John Tyreman","startTime":1718.647,"endTime":1719.117,"body":"industry"},{"speaker":"John Tyreman","startTime":1719.117,"endTime":1719.257,"body":"and"},{"speaker":"John Tyreman","startTime":1719.257,"endTime":1719.727,"body":"content"},{"speaker":"John Tyreman","startTime":1719.727,"endTime":1720.477,"body":"development"},{"speaker":"John Tyreman","startTime":1720.517,"endTime":1720.717,"body":"and"},{"speaker":"John Tyreman","startTime":1720.717,"endTime":1720.947,"body":"then"},{"speaker":"John Tyreman","startTime":1720.957,"endTime":1721.607,"body":"developing"},{"speaker":"John Tyreman","startTime":1721.607,"endTime":1722.177,"body":"accounts."},{"speaker":"John Tyreman","startTime":1722.547,"endTime":1722.817,"body":"love"},{"speaker":"John Tyreman","startTime":1722.817,"endTime":1722.997,"body":"this"},{"speaker":"John Tyreman","startTime":1722.997,"endTime":1723.457,"body":"dance."},{"speaker":"Mark Wainwright","startTime":1723.797,"endTime":1723.897,"body":"I"},{"speaker":"Mark Wainwright","startTime":1723.897,"endTime":1724.107,"body":"think"},{"speaker":"Mark Wainwright","startTime":1724.107,"endTime":1724.297,"body":"one"},{"speaker":"Mark Wainwright","startTime":1724.297,"endTime":1724.537,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1724.537,"endTime":1724.737,"body":"that"},{"speaker":"Mark Wainwright","startTime":1724.757,"endTime":1724.957,"body":"is"},{"speaker":"Mark Wainwright","startTime":1724.957,"endTime":1725.447,"body":"worthwhile"},{"speaker":"Mark Wainwright","startTime":1725.447,"endTime":1725.607,"body":"to"},{"speaker":"Mark Wainwright","startTime":1725.617,"endTime":1725.917,"body":"talk"},{"speaker":"Mark Wainwright","startTime":1725.927,"endTime":1726.347,"body":"about,"},{"speaker":"Mark Wainwright","startTime":1726.807,"endTime":1727.197,"body":"after"},{"speaker":"Mark Wainwright","startTime":1727.197,"endTime":1727.407,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1727.407,"endTime":1727.757,"body":"developed"},{"speaker":"Mark Wainwright","startTime":1727.767,"endTime":1728.007,"body":"this"},{"speaker":"Mark Wainwright","startTime":1728.027,"endTime":1728.557,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1728.597,"endTime":1728.927,"body":"is"},{"speaker":"Mark Wainwright","startTime":1729.047,"endTime":1729.247,"body":"the"},{"speaker":"Mark Wainwright","startTime":1729.247,"endTime":1729.847,"body":"supporting"},{"speaker":"Mark Wainwright","startTime":1729.847,"endTime":1730.487,"body":"content"},{"speaker":"Mark Wainwright","startTime":1730.497,"endTime":1730.737,"body":"that"},{"speaker":"Mark Wainwright","startTime":1730.737,"endTime":1730.967,"body":"we"},{"speaker":"Mark Wainwright","startTime":1730.967,"endTime":1731.297,"body":"have"},{"speaker":"Mark Wainwright","startTime":1731.297,"endTime":1731.437,"body":"to"},{"speaker":"Mark Wainwright","startTime":1731.457,"endTime":1731.717,"body":"either"},{"speaker":"Mark Wainwright","startTime":1731.727,"endTime":1731.897,"body":"pull"},{"speaker":"Mark Wainwright","startTime":1731.897,"endTime":1732.217,"body":"together"},{"speaker":"Mark Wainwright","startTime":1732.217,"endTime":1732.347,"body":"that"},{"speaker":"Mark Wainwright","startTime":1732.347,"endTime":1732.457,"body":"we"},{"speaker":"Mark Wainwright","startTime":1732.457,"endTime":1732.657,"body":"already"},{"speaker":"Mark Wainwright","startTime":1732.657,"endTime":1733.177,"body":"have"},{"speaker":"Mark Wainwright","startTime":1733.567,"endTime":1733.847,"body":"or"},{"speaker":"Mark Wainwright","startTime":1733.847,"endTime":1734.187,"body":"stuff"},{"speaker":"Mark Wainwright","startTime":1734.187,"endTime":1734.307,"body":"we"},{"speaker":"Mark Wainwright","startTime":1734.307,"endTime":1734.467,"body":"have"},{"speaker":"Mark Wainwright","startTime":1734.467,"endTime":1734.577,"body":"to"},{"speaker":"Mark Wainwright","startTime":1734.577,"endTime":1734.837,"body":"make"},{"speaker":"Mark Wainwright","startTime":1734.847,"endTime":1735.017,"body":"that"},{"speaker":"Mark Wainwright","startTime":1735.027,"endTime":1735.537,"body":"supports"},{"speaker":"Mark Wainwright","startTime":1735.547,"endTime":1735.947,"body":"this"},{"speaker":"Mark Wainwright","startTime":1736.127,"endTime":1736.727,"body":"unique"},{"speaker":"Mark Wainwright","startTime":1737.007,"endTime":1737.567,"body":"offer."},{"speaker":"Mark Wainwright","startTime":1738.127,"endTime":1738.527,"body":"And"},{"speaker":"Mark Wainwright","startTime":1738.657,"endTime":1738.957,"body":"one"},{"speaker":"Mark Wainwright","startTime":1738.957,"endTime":1739.047,"body":"of"},{"speaker":"Mark Wainwright","startTime":1739.047,"endTime":1739.137,"body":"the"},{"speaker":"Mark Wainwright","startTime":1739.137,"endTime":1739.447,"body":"things"},{"speaker":"Mark Wainwright","startTime":1739.447,"endTime":1739.597,"body":"that"},{"speaker":"Mark Wainwright","startTime":1739.607,"endTime":1739.917,"body":"that"},{"speaker":"Mark Wainwright","startTime":1739.927,"endTime":1740.547,"body":"does"},{"speaker":"Mark Wainwright","startTime":1740.587,"endTime":1741.047,"body":"is"},{"speaker":"Mark Wainwright","startTime":1741.167,"endTime":1741.367,"body":"it"},{"speaker":"Mark Wainwright","startTime":1741.517,"endTime":1741.937,"body":"gives"},{"speaker":"Mark Wainwright","startTime":1742.067,"endTime":1742.147,"body":"your"},{"speaker":"Mark Wainwright","startTime":1742.157,"endTime":1742.817,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":1742.827,"endTime":1743.347,"body":"team."},{"speaker":"Mark Wainwright","startTime":1743.737,"endTime":1744.207,"body":"And,"},{"speaker":"Mark Wainwright","startTime":1744.227,"endTime":1744.377,"body":"you"},{"speaker":"Mark Wainwright","startTime":1744.377,"endTime":1744.477,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1744.477,"endTime":1744.637,"body":"your"},{"speaker":"Mark Wainwright","startTime":1744.637,"endTime":1744.937,"body":"doer"},{"speaker":"Mark Wainwright","startTime":1744.937,"endTime":1745.497,"body":"sellers"},{"speaker":"Mark Wainwright","startTime":1745.497,"endTime":1745.557,"body":"or"},{"speaker":"Mark Wainwright","startTime":1745.557,"endTime":1745.727,"body":"your"},{"speaker":"Mark Wainwright","startTime":1745.727,"endTime":1745.917,"body":"business"},{"speaker":"Mark Wainwright","startTime":1745.917,"endTime":1746.387,"body":"development"},{"speaker":"Mark Wainwright","startTime":1746.387,"endTime":1746.607,"body":"team"},{"speaker":"Mark Wainwright","startTime":1746.617,"endTime":1747.067,"body":"members,"},{"speaker":"Mark Wainwright","startTime":1747.237,"endTime":1747.447,"body":"it"},{"speaker":"Mark Wainwright","startTime":1747.607,"endTime":1747.977,"body":"gives"},{"speaker":"Mark Wainwright","startTime":1747.977,"endTime":1748.297,"body":"them"},{"speaker":"Mark Wainwright","startTime":1748.427,"endTime":1748.577,"body":"a"},{"speaker":"Mark Wainwright","startTime":1748.577,"endTime":1748.937,"body":"super"},{"speaker":"Mark Wainwright","startTime":1748.937,"endTime":1749.337,"body":"tight"},{"speaker":"Mark Wainwright","startTime":1749.407,"endTime":1750.147,"body":"focus,"},{"speaker":"Mark Wainwright","startTime":1750.327,"endTime":1750.637,"body":"which,"},{"speaker":"Mark Wainwright","startTime":1750.987,"endTime":1751.137,"body":"you"},{"speaker":"Mark Wainwright","startTime":1751.137,"endTime":1751.377,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1751.487,"endTime":1751.687,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1751.687,"endTime":1751.787,"body":"one"},{"speaker":"Mark Wainwright","startTime":1751.787,"endTime":1751.867,"body":"of"},{"speaker":"Mark Wainwright","startTime":1751.867,"endTime":1751.947,"body":"my"},{"speaker":"Mark Wainwright","startTime":1751.947,"endTime":1752.137,"body":"favorite"},{"speaker":"Mark Wainwright","startTime":1752.157,"endTime":1752.507,"body":"words"},{"speaker":"Mark Wainwright","startTime":1752.507,"endTime":1752.597,"body":"on"},{"speaker":"Mark Wainwright","startTime":1752.597,"endTime":1752.687,"body":"the"},{"speaker":"Mark Wainwright","startTime":1752.687,"endTime":1753.017,"body":"planet."},{"speaker":"Mark Wainwright","startTime":1753.027,"endTime":1753.307,"body":"John"},{"speaker":"Mark Wainwright","startTime":1753.307,"endTime":1753.497,"body":"is"},{"speaker":"Mark Wainwright","startTime":1753.497,"endTime":1754.067,"body":"focused,"},{"speaker":"Mark Wainwright","startTime":1754.067,"endTime":1754.347,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1754.547,"endTime":1754.797,"body":"All"},{"speaker":"Mark Wainwright","startTime":1754.797,"endTime":1754.987,"body":"too"},{"speaker":"Mark Wainwright","startTime":1754.987,"endTime":1755.267,"body":"often."},{"speaker":"Mark Wainwright","startTime":1755.267,"endTime":1755.397,"body":"We"},{"speaker":"Mark Wainwright","startTime":1755.397,"endTime":1755.617,"body":"find"},{"speaker":"Mark Wainwright","startTime":1755.617,"endTime":1756.127,"body":"ourselves"},{"speaker":"Mark Wainwright","startTime":1756.127,"endTime":1756.397,"body":"just."},{"speaker":"Mark Wainwright","startTime":1756.867,"endTime":1757.337,"body":"Unfocused,"},{"speaker":"Mark Wainwright","startTime":1757.437,"endTime":1757.567,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1757.567,"endTime":1757.657,"body":"Your"},{"speaker":"Mark Wainwright","startTime":1757.657,"endTime":1757.987,"body":"marketing"},{"speaker":"Mark Wainwright","startTime":1757.997,"endTime":1758.187,"body":"team"},{"speaker":"Mark Wainwright","startTime":1758.187,"endTime":1758.317,"body":"is"},{"speaker":"Mark Wainwright","startTime":1758.317,"endTime":1758.927,"body":"unfocused."},{"speaker":"Mark Wainwright","startTime":1758.997,"endTime":1759.127,"body":"you"},{"speaker":"Mark Wainwright","startTime":1759.127,"endTime":1759.237,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1759.237,"endTime":1759.317,"body":"know"},{"speaker":"Mark Wainwright","startTime":1759.317,"endTime":1759.477,"body":"what"},{"speaker":"Mark Wainwright","startTime":1759.477,"endTime":1759.907,"body":"content"},{"speaker":"Mark Wainwright","startTime":1759.937,"endTime":1760.047,"body":"to"},{"speaker":"Mark Wainwright","startTime":1760.047,"endTime":1760.297,"body":"create."},{"speaker":"Mark Wainwright","startTime":1760.297,"endTime":1760.377,"body":"You"},{"speaker":"Mark Wainwright","startTime":1760.377,"endTime":1760.377,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1760.377,"endTime":1760.507,"body":"know"},{"speaker":"Mark Wainwright","startTime":1760.517,"endTime":1760.627,"body":"what"},{"speaker":"Mark Wainwright","startTime":1760.627,"endTime":1760.697,"body":"to"},{"speaker":"Mark Wainwright","startTime":1760.697,"endTime":1760.937,"body":"write"},{"speaker":"Mark Wainwright","startTime":1760.937,"endTime":1761.497,"body":"about."},{"speaker":"Mark Wainwright","startTime":1761.497,"endTime":1761.547,"body":"So"},{"speaker":"Mark Wainwright","startTime":1761.557,"endTime":1761.667,"body":"you"},{"speaker":"Mark Wainwright","startTime":1761.667,"endTime":1761.797,"body":"don't"},{"speaker":"Mark Wainwright","startTime":1761.797,"endTime":1761.887,"body":"know"},{"speaker":"Mark Wainwright","startTime":1761.887,"endTime":1762.057,"body":"what"},{"speaker":"Mark Wainwright","startTime":1762.057,"endTime":1762.147,"body":"to"},{"speaker":"Mark Wainwright","startTime":1762.147,"endTime":1762.607,"body":"focus"},{"speaker":"Mark Wainwright","startTime":1762.607,"endTime":1762.937,"body":"on,"},{"speaker":"Mark Wainwright","startTime":1763.227,"endTime":1763.447,"body":"but"},{"speaker":"Mark Wainwright","startTime":1763.447,"endTime":1763.717,"body":"this"},{"speaker":"Mark Wainwright","startTime":1763.737,"endTime":1764.167,"body":"is"},{"speaker":"Mark Wainwright","startTime":1764.437,"endTime":1764.857,"body":"finding"},{"speaker":"Mark Wainwright","startTime":1764.857,"endTime":1765.047,"body":"that"},{"speaker":"Mark Wainwright","startTime":1765.047,"endTime":1765.317,"body":"1"},{"speaker":"Mark Wainwright","startTime":1765.327,"endTime":1765.507,"body":"thing"},{"speaker":"Mark Wainwright","startTime":1765.517,"endTime":1765.637,"body":"that"},{"speaker":"Mark Wainwright","startTime":1765.637,"endTime":1765.797,"body":"you"},{"speaker":"Mark Wainwright","startTime":1765.797,"endTime":1766.007,"body":"can"},{"speaker":"Mark Wainwright","startTime":1766.127,"endTime":1766.457,"body":"beat"},{"speaker":"Mark Wainwright","startTime":1766.457,"endTime":1766.577,"body":"the"},{"speaker":"Mark Wainwright","startTime":1766.577,"endTime":1766.897,"body":"drum"},{"speaker":"Mark Wainwright","startTime":1766.897,"endTime":1767.067,"body":"on"},{"speaker":"Mark Wainwright","startTime":1767.087,"endTime":1767.597,"body":"again"},{"speaker":"Mark Wainwright","startTime":1767.627,"endTime":1767.767,"body":"and"},{"speaker":"Mark Wainwright","startTime":1767.767,"endTime":1768.207,"body":"again"},{"speaker":"Mark Wainwright","startTime":1768.227,"endTime":1768.377,"body":"and"},{"speaker":"Mark Wainwright","startTime":1768.377,"endTime":1768.757,"body":"again."},{"speaker":"Mark Wainwright","startTime":1768.767,"endTime":1769.167,"body":"So"},{"speaker":"Mark Wainwright","startTime":1769.427,"endTime":1769.977,"body":"supporting"},{"speaker":"Mark Wainwright","startTime":1769.977,"endTime":1770.587,"body":"content,"},{"speaker":"Mark Wainwright","startTime":1770.607,"endTime":1770.727,"body":"you"},{"speaker":"Mark Wainwright","startTime":1770.727,"endTime":1770.847,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1770.847,"endTime":1770.947,"body":"what"},{"speaker":"Mark Wainwright","startTime":1770.947,"endTime":1770.997,"body":"do"},{"speaker":"Mark Wainwright","startTime":1770.997,"endTime":1771.097,"body":"we"},{"speaker":"Mark Wainwright","startTime":1771.097,"endTime":1771.297,"body":"have"},{"speaker":"Mark Wainwright","startTime":1771.327,"endTime":1772.127,"body":"online?"},{"speaker":"Mark Wainwright","startTime":1772.437,"endTime":1772.567,"body":"You"},{"speaker":"Mark Wainwright","startTime":1772.567,"endTime":1772.657,"body":"know,"},{"speaker":"Mark Wainwright","startTime":1772.657,"endTime":1772.817,"body":"what"},{"speaker":"Mark Wainwright","startTime":1772.817,"endTime":1773.477,"body":"presentations"},{"speaker":"Mark Wainwright","startTime":1773.477,"endTime":1773.577,"body":"do"},{"speaker":"Mark Wainwright","startTime":1773.577,"endTime":1773.677,"body":"we"},{"speaker":"Mark Wainwright","startTime":1773.687,"endTime":1773.887,"body":"have?"},{"speaker":"Mark Wainwright","startTime":1773.887,"endTime":1774.037,"body":"What"},{"speaker":"Mark Wainwright","startTime":1774.037,"endTime":1774.537,"body":"podcast"},{"speaker":"Mark Wainwright","startTime":1774.547,"endTime":1774.637,"body":"do"},{"speaker":"Mark Wainwright","startTime":1774.637,"endTime":1774.767,"body":"we"},{"speaker":"Mark Wainwright","startTime":1774.767,"endTime":1775.217,"body":"have?"},{"speaker":"Mark Wainwright","startTime":1775.447,"endTime":1775.697,"body":"What"},{"speaker":"Mark Wainwright","startTime":1775.697,"endTime":1775.997,"body":"client"},{"speaker":"Mark Wainwright","startTime":1776.007,"endTime":1776.747,"body":"testimonials?"},{"speaker":"Mark Wainwright","startTime":1776.747,"endTime":1776.907,"body":"What"},{"speaker":"Mark Wainwright","startTime":1776.907,"endTime":1777.267,"body":"social"},{"speaker":"Mark Wainwright","startTime":1777.267,"endTime":1777.587,"body":"proof"},{"speaker":"Mark Wainwright","startTime":1777.587,"endTime":1777.657,"body":"do"},{"speaker":"Mark Wainwright","startTime":1777.657,"endTime":1777.747,"body":"we"},{"speaker":"Mark Wainwright","startTime":1777.757,"endTime":1777.977,"body":"have"},{"speaker":"Mark Wainwright","startTime":1777.977,"endTime":1778.117,"body":"out"},{"speaker":"Mark Wainwright","startTime":1778.117,"endTime":1778.197,"body":"in"},{"speaker":"Mark Wainwright","startTime":1778.197,"endTime":1778.387,"body":"the"},{"speaker":"Mark Wainwright","startTime":1778.437,"endTime":1779.007,"body":"world?"},{"speaker":"Mark Wainwright","startTime":1779.347,"endTime":1779.467,"body":"Do"},{"speaker":"Mark Wainwright","startTime":1779.467,"endTime":1779.597,"body":"we"},{"speaker":"Mark Wainwright","startTime":1779.597,"endTime":1779.857,"body":"have"},{"speaker":"Mark Wainwright","startTime":1779.857,"endTime":1780.217,"body":"any"},{"speaker":"Mark Wainwright","startTime":1780.247,"endTime":1780.407,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1780.407,"endTime":1780.437,"body":"of"},{"speaker":"Mark Wainwright","startTime":1780.497,"endTime":1780.707,"body":"case"},{"speaker":"Mark Wainwright","startTime":1780.717,"endTime":1781.157,"body":"studies"},{"speaker":"Mark Wainwright","startTime":1781.157,"endTime":1781.247,"body":"or"},{"speaker":"Mark Wainwright","startTime":1781.247,"endTime":1781.537,"body":"client"},{"speaker":"Mark Wainwright","startTime":1781.547,"endTime":1781.937,"body":"success"},{"speaker":"Mark Wainwright","startTime":1781.937,"endTime":1782.347,"body":"stories"},{"speaker":"Mark Wainwright","startTime":1782.357,"endTime":1782.537,"body":"that"},{"speaker":"Mark Wainwright","startTime":1782.537,"endTime":1782.767,"body":"we've"},{"speaker":"Mark Wainwright","startTime":1782.797,"endTime":1783.317,"body":"built?"},{"speaker":"Mark Wainwright","startTime":1783.917,"endTime":1784.357,"body":"So"},{"speaker":"Mark Wainwright","startTime":1784.647,"endTime":1784.797,"body":"the"},{"speaker":"Mark Wainwright","startTime":1784.797,"endTime":1785.247,"body":"supporting"},{"speaker":"Mark Wainwright","startTime":1785.247,"endTime":1785.797,"body":"content."},{"speaker":"Mark Wainwright","startTime":1786.007,"endTime":1786.737,"body":"Is"},{"speaker":"Mark Wainwright","startTime":1786.967,"endTime":1787.727,"body":"critical"},{"speaker":"Mark Wainwright","startTime":1787.917,"endTime":1788.167,"body":"from"},{"speaker":"Mark Wainwright","startTime":1788.167,"endTime":1788.377,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1788.577,"endTime":1789.017,"body":"building"},{"speaker":"Mark Wainwright","startTime":1789.027,"endTime":1789.377,"body":"that"},{"speaker":"Mark Wainwright","startTime":1789.387,"endTime":1790.067,"body":"broad"},{"speaker":"Mark Wainwright","startTime":1790.077,"endTime":1790.337,"body":"one"},{"speaker":"Mark Wainwright","startTime":1790.337,"endTime":1790.447,"body":"to"},{"speaker":"Mark Wainwright","startTime":1790.447,"endTime":1790.687,"body":"many"},{"speaker":"Mark Wainwright","startTime":1790.687,"endTime":1791.257,"body":"awareness"},{"speaker":"Mark Wainwright","startTime":1791.277,"endTime":1791.527,"body":"and"},{"speaker":"Mark Wainwright","startTime":1791.527,"endTime":1791.787,"body":"then"},{"speaker":"Mark Wainwright","startTime":1791.797,"endTime":1792.177,"body":"hopefully"},{"speaker":"Mark Wainwright","startTime":1792.177,"endTime":1792.277,"body":"in"},{"speaker":"Mark Wainwright","startTime":1792.277,"endTime":1792.467,"body":"those"},{"speaker":"Mark Wainwright","startTime":1792.467,"endTime":1793.077,"body":"engaged"},{"speaker":"Mark Wainwright","startTime":1793.077,"endTime":1793.267,"body":"one"},{"speaker":"Mark Wainwright","startTime":1793.267,"endTime":1793.357,"body":"to"},{"speaker":"Mark Wainwright","startTime":1793.357,"endTime":1793.537,"body":"one"},{"speaker":"Mark Wainwright","startTime":1793.537,"endTime":1794.247,"body":"conversations."},{"speaker":"John Tyreman","startTime":1794.947,"endTime":1795.437,"body":"totally,"},{"speaker":"John Tyreman","startTime":1795.667,"endTime":1796.007,"body":"totally."},{"speaker":"John Tyreman","startTime":1796.387,"endTime":1796.577,"body":"I'm"},{"speaker":"John Tyreman","startTime":1796.577,"endTime":1797.017,"body":"reminded"},{"speaker":"John Tyreman","startTime":1797.017,"endTime":1797.117,"body":"of"},{"speaker":"John Tyreman","startTime":1797.117,"endTime":1797.167,"body":"a"},{"speaker":"John Tyreman","startTime":1797.167,"endTime":1797.977,"body":"conversation"},{"speaker":"John Tyreman","startTime":1797.977,"endTime":1798.097,"body":"I"},{"speaker":"John Tyreman","startTime":1798.107,"endTime":1798.397,"body":"had"},{"speaker":"John Tyreman","startTime":1798.397,"endTime":1798.617,"body":"with"},{"speaker":"John Tyreman","startTime":1798.647,"endTime":1799.087,"body":"BJ"},{"speaker":"John Tyreman","startTime":1799.097,"endTime":1799.747,"body":"Kramer,"},{"speaker":"John Tyreman","startTime":1800.047,"endTime":1800.177,"body":"who"},{"speaker":"John Tyreman","startTime":1800.177,"endTime":1800.307,"body":"is"},{"speaker":"John Tyreman","startTime":1800.307,"endTime":1800.407,"body":"the"},{"speaker":"John Tyreman","startTime":1800.407,"endTime":1800.667,"body":"host"},{"speaker":"John Tyreman","startTime":1800.667,"endTime":1800.767,"body":"of"},{"speaker":"John Tyreman","startTime":1800.767,"endTime":1801.267,"body":"inspiring"},{"speaker":"John Tyreman","startTime":1801.267,"endTime":1801.537,"body":"people"},{"speaker":"John Tyreman","startTime":1801.537,"endTime":1801.627,"body":"in"},{"speaker":"John Tyreman","startTime":1801.627,"endTime":1802.227,"body":"places."},{"speaker":"John Tyreman","startTime":1802.707,"endTime":1803.037,"body":"And"},{"speaker":"John Tyreman","startTime":1803.047,"endTime":1803.287,"body":"he"},{"speaker":"John Tyreman","startTime":1803.287,"endTime":1803.557,"body":"talked"},{"speaker":"John Tyreman","startTime":1803.557,"endTime":1804.047,"body":"about,"},{"speaker":"John Tyreman","startTime":1804.107,"endTime":1804.237,"body":"the"},{"speaker":"John Tyreman","startTime":1804.237,"endTime":1804.857,"body":"message"},{"speaker":"John Tyreman","startTime":1804.877,"endTime":1805.037,"body":"and"},{"speaker":"John Tyreman","startTime":1805.037,"endTime":1805.107,"body":"the"},{"speaker":"John Tyreman","startTime":1805.107,"endTime":1805.907,"body":"messenger"},{"speaker":"John Tyreman","startTime":1806.077,"endTime":1806.227,"body":"and"},{"speaker":"John Tyreman","startTime":1806.227,"endTime":1806.307,"body":"the"},{"speaker":"John Tyreman","startTime":1806.307,"endTime":1807.027,"body":"recipient"},{"speaker":"John Tyreman","startTime":1807.097,"endTime":1807.217,"body":"are"},{"speaker":"John Tyreman","startTime":1807.217,"endTime":1807.367,"body":"the"},{"speaker":"John Tyreman","startTime":1807.377,"endTime":1807.717,"body":"three"},{"speaker":"John Tyreman","startTime":1807.717,"endTime":1808.387,"body":"ingredients"},{"speaker":"John Tyreman","startTime":1808.387,"endTime":1808.517,"body":"to"},{"speaker":"John Tyreman","startTime":1808.517,"endTime":1808.707,"body":"that"},{"speaker":"John Tyreman","startTime":1808.707,"endTime":1809.627,"body":"communication,"},{"speaker":"John Tyreman","startTime":1809.697,"endTime":1810.277,"body":"challenge,"},{"speaker":"John Tyreman","startTime":1810.287,"endTime":1810.597,"body":"right."},{"speaker":"John Tyreman","startTime":1810.597,"endTime":1810.667,"body":"Or"},{"speaker":"John Tyreman","startTime":1810.667,"endTime":1810.787,"body":"that"},{"speaker":"John Tyreman","startTime":1810.787,"endTime":1811.237,"body":"communication"},{"speaker":"John Tyreman","startTime":1811.487,"endTime":1812.017,"body":"equation."},{"speaker":"John Tyreman","startTime":1812.527,"endTime":1812.757,"body":"And"},{"speaker":"John Tyreman","startTime":1812.757,"endTime":1813.117,"body":"so"},{"speaker":"John Tyreman","startTime":1813.167,"endTime":1813.437,"body":"I"},{"speaker":"John Tyreman","startTime":1813.487,"endTime":1813.687,"body":"think"},{"speaker":"John Tyreman","startTime":1813.687,"endTime":1813.867,"body":"one"},{"speaker":"John Tyreman","startTime":1813.867,"endTime":1813.957,"body":"of"},{"speaker":"John Tyreman","startTime":1813.957,"endTime":1814.057,"body":"the"},{"speaker":"John Tyreman","startTime":1814.067,"endTime":1814.467,"body":"things"},{"speaker":"John Tyreman","startTime":1814.467,"endTime":1814.807,"body":"that's"},{"speaker":"John Tyreman","startTime":1814.817,"endTime":1815.117,"body":"really"},{"speaker":"John Tyreman","startTime":1815.117,"endTime":1815.737,"body":"important"},{"speaker":"John Tyreman","startTime":1815.797,"endTime":1816.177,"body":"is"},{"speaker":"John Tyreman","startTime":1816.197,"endTime":1816.907,"body":"understanding"},{"speaker":"John Tyreman","startTime":1816.907,"endTime":1817.057,"body":"who"},{"speaker":"John Tyreman","startTime":1817.067,"endTime":1817.297,"body":"those"},{"speaker":"John Tyreman","startTime":1817.327,"endTime":1817.797,"body":"players"},{"speaker":"John Tyreman","startTime":1817.797,"endTime":1817.977,"body":"are"},{"speaker":"John Tyreman","startTime":1817.977,"endTime":1818.067,"body":"in"},{"speaker":"John Tyreman","startTime":1818.067,"endTime":1818.197,"body":"the"},{"speaker":"John Tyreman","startTime":1818.197,"endTime":1818.647,"body":"industry"},{"speaker":"John Tyreman","startTime":1818.647,"endTime":1818.827,"body":"that"},{"speaker":"John Tyreman","startTime":1818.827,"endTime":1819.027,"body":"need"},{"speaker":"John Tyreman","startTime":1819.027,"endTime":1819.147,"body":"to"},{"speaker":"John Tyreman","startTime":1819.347,"endTime":1820.157,"body":"receive."},{"speaker":"John Tyreman","startTime":1820.542,"endTime":1820.802,"body":"The"},{"speaker":"John Tyreman","startTime":1820.812,"endTime":1821.752,"body":"communications,"},{"speaker":"John Tyreman","startTime":1822.032,"endTime":1822.392,"body":"so"},{"speaker":"John Tyreman","startTime":1822.882,"endTime":1823.462,"body":"prospective"},{"speaker":"John Tyreman","startTime":1823.462,"endTime":1824.122,"body":"clients,"},{"speaker":"John Tyreman","startTime":1824.292,"endTime":1825.212,"body":"absolutely."},{"speaker":"John Tyreman","startTime":1825.712,"endTime":1825.812,"body":"I"},{"speaker":"John Tyreman","startTime":1825.812,"endTime":1826.042,"body":"think"},{"speaker":"John Tyreman","startTime":1826.042,"endTime":1826.252,"body":"it's"},{"speaker":"John Tyreman","startTime":1826.262,"endTime":1826.792,"body":"important"},{"speaker":"John Tyreman","startTime":1826.802,"endTime":1826.852,"body":"to"},{"speaker":"John Tyreman","startTime":1826.852,"endTime":1827.612,"body":"understand"},{"speaker":"John Tyreman","startTime":1827.622,"endTime":1827.782,"body":"the"},{"speaker":"John Tyreman","startTime":1827.782,"endTime":1828.552,"body":"competitors"},{"speaker":"John Tyreman","startTime":1828.612,"endTime":1828.752,"body":"in"},{"speaker":"John Tyreman","startTime":1828.752,"endTime":1828.862,"body":"the"},{"speaker":"John Tyreman","startTime":1828.862,"endTime":1829.402,"body":"industry,"},{"speaker":"John Tyreman","startTime":1829.432,"endTime":1829.622,"body":"who"},{"speaker":"John Tyreman","startTime":1829.622,"endTime":1829.652,"body":"are"},{"speaker":"John Tyreman","startTime":1829.652,"endTime":1829.782,"body":"you"},{"speaker":"John Tyreman","startTime":1829.782,"endTime":1830.082,"body":"going"},{"speaker":"John Tyreman","startTime":1830.082,"endTime":1830.232,"body":"up"},{"speaker":"John Tyreman","startTime":1830.232,"endTime":1830.742,"body":"against?"},{"speaker":"John Tyreman","startTime":1830.802,"endTime":1830.972,"body":"Cause"},{"speaker":"John Tyreman","startTime":1830.972,"endTime":1831.162,"body":"that"},{"speaker":"John Tyreman","startTime":1831.162,"endTime":1831.302,"body":"can"},{"speaker":"John Tyreman","startTime":1831.302,"endTime":1832.072,"body":"inform,"},{"speaker":"John Tyreman","startTime":1832.432,"endTime":1832.792,"body":"your"},{"speaker":"John Tyreman","startTime":1832.852,"endTime":1833.152,"body":"points"},{"speaker":"John Tyreman","startTime":1833.152,"endTime":1833.302,"body":"of"},{"speaker":"John Tyreman","startTime":1833.302,"endTime":1834.342,"body":"differentiation"},{"speaker":"John Tyreman","startTime":1834.342,"endTime":1834.522,"body":"or"},{"speaker":"John Tyreman","startTime":1834.522,"endTime":1834.802,"body":"what"},{"speaker":"John Tyreman","startTime":1834.812,"endTime":1835.332,"body":"topics"},{"speaker":"John Tyreman","startTime":1835.332,"endTime":1835.422,"body":"you're"},{"speaker":"John Tyreman","startTime":1835.422,"endTime":1835.532,"body":"going"},{"speaker":"John Tyreman","startTime":1835.532,"endTime":1835.612,"body":"to"},{"speaker":"John Tyreman","startTime":1835.612,"endTime":1835.852,"body":"talk"},{"speaker":"John Tyreman","startTime":1835.862,"endTime":1836.202,"body":"about,"},{"speaker":"John Tyreman","startTime":1836.202,"endTime":1836.372,"body":"or"},{"speaker":"John Tyreman","startTime":1836.372,"endTime":1836.632,"body":"that"},{"speaker":"John Tyreman","startTime":1836.632,"endTime":1836.792,"body":"might"},{"speaker":"John Tyreman","startTime":1836.792,"endTime":1837.452,"body":"influence"},{"speaker":"John Tyreman","startTime":1837.752,"endTime":1838.192,"body":"the"},{"speaker":"John Tyreman","startTime":1838.302,"endTime":1838.632,"body":"point"},{"speaker":"John Tyreman","startTime":1838.632,"endTime":1838.782,"body":"of"},{"speaker":"John Tyreman","startTime":1838.792,"endTime":1839.212,"body":"view"},{"speaker":"John Tyreman","startTime":1839.232,"endTime":1839.442,"body":"that"},{"speaker":"John Tyreman","startTime":1839.442,"endTime":1839.642,"body":"you"},{"speaker":"John Tyreman","startTime":1839.662,"endTime":1840.012,"body":"take"},{"speaker":"John Tyreman","startTime":1840.032,"endTime":1840.202,"body":"with"},{"speaker":"John Tyreman","startTime":1840.202,"endTime":1840.322,"body":"the"},{"speaker":"John Tyreman","startTime":1840.332,"endTime":1840.792,"body":"content"},{"speaker":"John Tyreman","startTime":1840.792,"endTime":1840.922,"body":"that"},{"speaker":"John Tyreman","startTime":1840.922,"endTime":1841.022,"body":"you're"},{"speaker":"John Tyreman","startTime":1841.022,"endTime":1841.372,"body":"putting"},{"speaker":"John Tyreman","startTime":1841.372,"endTime":1841.572,"body":"out"},{"speaker":"John Tyreman","startTime":1841.572,"endTime":1841.862,"body":"there."},{"speaker":"John Tyreman","startTime":1841.862,"endTime":1842.582,"body":"Influencers"},{"speaker":"John Tyreman","startTime":1842.592,"endTime":1842.692,"body":"in"},{"speaker":"John Tyreman","startTime":1842.692,"endTime":1842.782,"body":"the"},{"speaker":"John Tyreman","startTime":1842.782,"endTime":1843.542,"body":"marketplace,"},{"speaker":"John Tyreman","startTime":1843.802,"endTime":1844.072,"body":"like,"},{"speaker":"John Tyreman","startTime":1844.142,"endTime":1844.332,"body":"can"},{"speaker":"John Tyreman","startTime":1844.332,"endTime":1844.522,"body":"you"},{"speaker":"John Tyreman","startTime":1844.552,"endTime":1844.782,"body":"co"},{"speaker":"John Tyreman","startTime":1844.782,"endTime":1845.322,"body":"create"},{"speaker":"John Tyreman","startTime":1845.342,"endTime":1845.892,"body":"content"},{"speaker":"John Tyreman","startTime":1845.902,"endTime":1846.142,"body":"with"},{"speaker":"John Tyreman","startTime":1846.142,"endTime":1846.812,"body":"influencers"},{"speaker":"John Tyreman","startTime":1846.822,"endTime":1846.942,"body":"in"},{"speaker":"John Tyreman","startTime":1846.942,"endTime":1847.032,"body":"the"},{"speaker":"John Tyreman","startTime":1847.032,"endTime":1847.882,"body":"marketplace?"},{"speaker":"John Tyreman","startTime":1848.282,"endTime":1848.412,"body":"are"},{"speaker":"John Tyreman","startTime":1848.412,"endTime":1848.562,"body":"there"},{"speaker":"John Tyreman","startTime":1848.562,"endTime":1849.272,"body":"opportunities"},{"speaker":"John Tyreman","startTime":1849.282,"endTime":1849.482,"body":"to"},{"speaker":"John Tyreman","startTime":1849.502,"endTime":1849.682,"body":"co"},{"speaker":"John Tyreman","startTime":1849.682,"endTime":1849.972,"body":"brand"},{"speaker":"John Tyreman","startTime":1849.972,"endTime":1850.032,"body":"a"},{"speaker":"John Tyreman","startTime":1850.032,"endTime":1850.712,"body":"webinar"},{"speaker":"John Tyreman","startTime":1850.722,"endTime":1851.132,"body":"or"},{"speaker":"John Tyreman","startTime":1851.162,"endTime":1851.382,"body":"to,"},{"speaker":"John Tyreman","startTime":1851.382,"endTime":1851.652,"body":"have"},{"speaker":"John Tyreman","startTime":1851.652,"endTime":1851.842,"body":"one"},{"speaker":"John Tyreman","startTime":1851.842,"endTime":1851.922,"body":"of"},{"speaker":"John Tyreman","startTime":1851.922,"endTime":1852.192,"body":"those"},{"speaker":"John Tyreman","startTime":1852.192,"endTime":1852.542,"body":"folks"},{"speaker":"John Tyreman","startTime":1852.542,"endTime":1852.682,"body":"on"},{"speaker":"John Tyreman","startTime":1852.682,"endTime":1852.802,"body":"as"},{"speaker":"John Tyreman","startTime":1852.802,"endTime":1852.882,"body":"a"},{"speaker":"John Tyreman","startTime":1852.882,"endTime":1853.402,"body":"podcast"},{"speaker":"John Tyreman","startTime":1853.422,"endTime":1853.652,"body":"guest"},{"speaker":"John Tyreman","startTime":1853.652,"endTime":1853.742,"body":"or"},{"speaker":"John Tyreman","startTime":1853.742,"endTime":1853.882,"body":"you"},{"speaker":"John Tyreman","startTime":1853.882,"endTime":1854.072,"body":"want"},{"speaker":"John Tyreman","startTime":1854.072,"endTime":1854.192,"body":"as"},{"speaker":"John Tyreman","startTime":1854.192,"endTime":1854.242,"body":"a"},{"speaker":"John Tyreman","startTime":1854.242,"endTime":1854.492,"body":"guest"},{"speaker":"John Tyreman","startTime":1854.492,"endTime":1854.602,"body":"on"},{"speaker":"John Tyreman","startTime":1854.602,"endTime":1854.782,"body":"their"},{"speaker":"John Tyreman","startTime":1854.782,"endTime":1855.202,"body":"show"},{"speaker":"John Tyreman","startTime":1855.832,"endTime":1856.142,"body":"and"},{"speaker":"John Tyreman","startTime":1856.142,"endTime":1856.362,"body":"then,"},{"speaker":"John Tyreman","startTime":1856.382,"endTime":1856.562,"body":"are"},{"speaker":"John Tyreman","startTime":1856.562,"endTime":1856.702,"body":"there"},{"speaker":"John Tyreman","startTime":1856.702,"endTime":1857.532,"body":"strategic"},{"speaker":"John Tyreman","startTime":1857.762,"endTime":1858.352,"body":"partnership"},{"speaker":"John Tyreman","startTime":1858.352,"endTime":1859.102,"body":"opportunities"},{"speaker":"John Tyreman","startTime":1859.102,"endTime":1859.312,"body":"out"},{"speaker":"John Tyreman","startTime":1859.312,"endTime":1859.552,"body":"there?"},{"speaker":"John Tyreman","startTime":1859.562,"endTime":1859.702,"body":"So"},{"speaker":"John Tyreman","startTime":1859.702,"endTime":1860.092,"body":"maybe"},{"speaker":"John Tyreman","startTime":1860.092,"endTime":1860.352,"body":"you're"},{"speaker":"John Tyreman","startTime":1860.352,"endTime":1860.872,"body":"selling"},{"speaker":"John Tyreman","startTime":1860.872,"endTime":1861.272,"body":"into."},{"speaker":"John Tyreman","startTime":1861.577,"endTime":1861.817,"body":"Health"},{"speaker":"John Tyreman","startTime":1861.817,"endTime":1861.977,"body":"care"},{"speaker":"John Tyreman","startTime":1861.977,"endTime":1862.847,"body":"organizations."},{"speaker":"John Tyreman","startTime":1863.147,"endTime":1863.297,"body":"Well,"},{"speaker":"John Tyreman","startTime":1863.297,"endTime":1863.597,"body":"maybe"},{"speaker":"John Tyreman","startTime":1863.597,"endTime":1863.877,"body":"there's"},{"speaker":"John Tyreman","startTime":1863.877,"endTime":1863.957,"body":"a"},{"speaker":"John Tyreman","startTime":1863.957,"endTime":1864.317,"body":"health"},{"speaker":"John Tyreman","startTime":1864.417,"endTime":1864.837,"body":"tech"},{"speaker":"John Tyreman","startTime":1864.897,"endTime":1865.587,"body":"company"},{"speaker":"John Tyreman","startTime":1865.737,"endTime":1865.927,"body":"that"},{"speaker":"John Tyreman","startTime":1865.927,"endTime":1866.217,"body":"sells"},{"speaker":"John Tyreman","startTime":1866.217,"endTime":1866.457,"body":"into"},{"speaker":"John Tyreman","startTime":1866.457,"endTime":1866.827,"body":"healthcare"},{"speaker":"John Tyreman","startTime":1866.827,"endTime":1867.587,"body":"organizations"},{"speaker":"John Tyreman","startTime":1867.587,"endTime":1867.867,"body":"too."},{"speaker":"John Tyreman","startTime":1867.867,"endTime":1868.087,"body":"And"},{"speaker":"John Tyreman","startTime":1868.097,"endTime":1868.467,"body":"maybe"},{"speaker":"John Tyreman","startTime":1868.467,"endTime":1868.587,"body":"it"},{"speaker":"John Tyreman","startTime":1868.587,"endTime":1868.787,"body":"was,"},{"speaker":"John Tyreman","startTime":1868.797,"endTime":1868.987,"body":"it'd"},{"speaker":"John Tyreman","startTime":1868.987,"endTime":1869.077,"body":"be"},{"speaker":"John Tyreman","startTime":1869.077,"endTime":1869.807,"body":"worthwhile"},{"speaker":"John Tyreman","startTime":1869.807,"endTime":1870.117,"body":"to."},{"speaker":"John Tyreman","startTime":1870.742,"endTime":1870.952,"body":"See"},{"speaker":"John Tyreman","startTime":1870.952,"endTime":1871.092,"body":"if"},{"speaker":"John Tyreman","startTime":1871.092,"endTime":1871.452,"body":"there"},{"speaker":"John Tyreman","startTime":1871.452,"endTime":1871.812,"body":"are,"},{"speaker":"John Tyreman","startTime":1872.062,"endTime":1872.192,"body":"you"},{"speaker":"John Tyreman","startTime":1872.192,"endTime":1872.292,"body":"know,"},{"speaker":"John Tyreman","startTime":1872.292,"endTime":1872.602,"body":"ways"},{"speaker":"John Tyreman","startTime":1872.602,"endTime":1872.652,"body":"that"},{"speaker":"John Tyreman","startTime":1872.662,"endTime":1872.862,"body":"you"},{"speaker":"John Tyreman","startTime":1872.862,"endTime":1873.202,"body":"can"},{"speaker":"John Tyreman","startTime":1873.302,"endTime":1873.702,"body":"swap"},{"speaker":"John Tyreman","startTime":1873.702,"endTime":1874.162,"body":"notes"},{"speaker":"John Tyreman","startTime":1874.162,"endTime":1874.322,"body":"or"},{"speaker":"John Tyreman","startTime":1874.332,"endTime":1874.812,"body":"share"},{"speaker":"John Tyreman","startTime":1874.902,"endTime":1875.732,"body":"referrals"},{"speaker":"John Tyreman","startTime":1875.732,"endTime":1875.802,"body":"or"},{"speaker":"John Tyreman","startTime":1875.802,"endTime":1876.062,"body":"things"},{"speaker":"John Tyreman","startTime":1876.062,"endTime":1876.232,"body":"like"},{"speaker":"John Tyreman","startTime":1876.232,"endTime":1876.482,"body":"that."},{"speaker":"Mark Wainwright","startTime":1876.867,"endTime":1877.617,"body":"Absolutely."},{"speaker":"Mark Wainwright","startTime":1877.637,"endTime":1878.047,"body":"And"},{"speaker":"Mark Wainwright","startTime":1878.437,"endTime":1878.857,"body":"nice"},{"speaker":"Mark Wainwright","startTime":1878.857,"endTime":1879.117,"body":"part"},{"speaker":"Mark Wainwright","startTime":1879.117,"endTime":1879.527,"body":"about"},{"speaker":"Mark Wainwright","startTime":1879.567,"endTime":1880.397,"body":"developing"},{"speaker":"Mark Wainwright","startTime":1880.397,"endTime":1880.817,"body":"content"},{"speaker":"Mark Wainwright","startTime":1881.527,"endTime":1881.757,"body":"in"},{"speaker":"Mark Wainwright","startTime":1881.757,"endTime":1881.957,"body":"an"},{"speaker":"Mark Wainwright","startTime":1881.997,"endTime":1882.727,"body":"area,"},{"speaker":"Mark Wainwright","startTime":1882.957,"endTime":1883.127,"body":"in"},{"speaker":"Mark Wainwright","startTime":1883.127,"endTime":1883.197,"body":"a"},{"speaker":"Mark Wainwright","startTime":1883.197,"endTime":1883.817,"body":"segment"},{"speaker":"Mark Wainwright","startTime":1884.057,"endTime":1884.367,"body":"where"},{"speaker":"Mark Wainwright","startTime":1884.377,"endTime":1884.617,"body":"you"},{"speaker":"Mark Wainwright","startTime":1884.657,"endTime":1885.107,"body":"already"},{"speaker":"Mark Wainwright","startTime":1885.107,"endTime":1885.407,"body":"have"},{"speaker":"Mark Wainwright","startTime":1885.407,"endTime":1885.457,"body":"a"},{"speaker":"Mark Wainwright","startTime":1885.457,"endTime":1886.157,"body":"presence,"},{"speaker":"Mark Wainwright","startTime":1886.177,"endTime":1886.337,"body":"where"},{"speaker":"Mark Wainwright","startTime":1886.337,"endTime":1886.497,"body":"you"},{"speaker":"Mark Wainwright","startTime":1886.497,"endTime":1886.777,"body":"already"},{"speaker":"Mark Wainwright","startTime":1886.777,"endTime":1886.977,"body":"have"},{"speaker":"Mark Wainwright","startTime":1886.987,"endTime":1887.687,"body":"connections"},{"speaker":"Mark Wainwright","startTime":1887.857,"endTime":1888.087,"body":"is"},{"speaker":"Mark Wainwright","startTime":1888.087,"endTime":1888.257,"body":"that"},{"speaker":"Mark Wainwright","startTime":1888.267,"endTime":1888.417,"body":"you"},{"speaker":"Mark Wainwright","startTime":1888.417,"endTime":1888.547,"body":"can"},{"speaker":"Mark Wainwright","startTime":1888.547,"endTime":1888.817,"body":"test"},{"speaker":"Mark Wainwright","startTime":1888.817,"endTime":1888.937,"body":"it"},{"speaker":"Mark Wainwright","startTime":1888.937,"endTime":1889.197,"body":"all."},{"speaker":"Mark Wainwright","startTime":1889.717,"endTime":1889.927,"body":"you"},{"speaker":"Mark Wainwright","startTime":1889.927,"endTime":1890.107,"body":"can"},{"speaker":"Mark Wainwright","startTime":1890.107,"endTime":1890.497,"body":"test"},{"speaker":"Mark Wainwright","startTime":1890.497,"endTime":1890.677,"body":"all"},{"speaker":"Mark Wainwright","startTime":1890.687,"endTime":1890.797,"body":"the"},{"speaker":"Mark Wainwright","startTime":1890.797,"endTime":1891.417,"body":"content,"},{"speaker":"Mark Wainwright","startTime":1891.507,"endTime":1891.727,"body":"if"},{"speaker":"Mark Wainwright","startTime":1891.727,"endTime":1891.927,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1891.927,"endTime":1892.247,"body":"a,"},{"speaker":"Mark Wainwright","startTime":1892.477,"endTime":1892.567,"body":"a"},{"speaker":"Mark Wainwright","startTime":1892.567,"endTime":1892.797,"body":"new"},{"speaker":"Mark Wainwright","startTime":1892.837,"endTime":1893.237,"body":"written"},{"speaker":"Mark Wainwright","startTime":1893.257,"endTime":1893.797,"body":"piece"},{"speaker":"Mark Wainwright","startTime":1893.797,"endTime":1894.157,"body":"or"},{"speaker":"Mark Wainwright","startTime":1894.247,"endTime":1894.877,"body":"whatever"},{"speaker":"Mark Wainwright","startTime":1894.957,"endTime":1895.047,"body":"it"},{"speaker":"Mark Wainwright","startTime":1895.047,"endTime":1895.187,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1895.187,"endTime":1895.277,"body":"a"},{"speaker":"Mark Wainwright","startTime":1895.287,"endTime":1896.007,"body":"podcast"},{"speaker":"Mark Wainwright","startTime":1896.007,"endTime":1896.187,"body":"or"},{"speaker":"Mark Wainwright","startTime":1896.187,"endTime":1896.247,"body":"a"},{"speaker":"Mark Wainwright","startTime":1896.247,"endTime":1897.327,"body":"presentation,"},{"speaker":"Mark Wainwright","startTime":1897.327,"endTime":1897.577,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1897.577,"endTime":1897.697,"body":"You"},{"speaker":"Mark Wainwright","startTime":1897.697,"endTime":1897.897,"body":"just"},{"speaker":"Mark Wainwright","startTime":1897.897,"endTime":1898.157,"body":"test"},{"speaker":"Mark Wainwright","startTime":1898.157,"endTime":1898.327,"body":"it,"},{"speaker":"Mark Wainwright","startTime":1898.367,"endTime":1898.527,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1898.527,"endTime":1898.637,"body":"You"},{"speaker":"Mark Wainwright","startTime":1898.637,"endTime":1898.917,"body":"test"},{"speaker":"Mark Wainwright","startTime":1898.917,"endTime":1898.997,"body":"it"},{"speaker":"Mark Wainwright","startTime":1898.997,"endTime":1899.217,"body":"with"},{"speaker":"Mark Wainwright","startTime":1899.247,"endTime":1899.427,"body":"your"},{"speaker":"Mark Wainwright","startTime":1899.437,"endTime":1900.177,"body":"contacts"},{"speaker":"Mark Wainwright","startTime":1900.197,"endTime":1900.477,"body":"in"},{"speaker":"Mark Wainwright","startTime":1900.477,"endTime":1900.737,"body":"that"},{"speaker":"Mark Wainwright","startTime":1900.777,"endTime":1901.577,"body":"industry"},{"speaker":"Mark Wainwright","startTime":1902.047,"endTime":1902.657,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1902.767,"endTime":1902.907,"body":"You"},{"speaker":"Mark Wainwright","startTime":1902.907,"endTime":1903.027,"body":"can"},{"speaker":"Mark Wainwright","startTime":1903.027,"endTime":1903.177,"body":"just"},{"speaker":"Mark Wainwright","startTime":1903.177,"endTime":1903.337,"body":"ask"},{"speaker":"Mark Wainwright","startTime":1903.367,"endTime":1903.437,"body":"a"},{"speaker":"Mark Wainwright","startTime":1903.437,"endTime":1903.687,"body":"simple"},{"speaker":"Mark Wainwright","startTime":1903.687,"endTime":1903.997,"body":"question."},{"speaker":"Mark Wainwright","startTime":1903.997,"endTime":1904.167,"body":"Does"},{"speaker":"Mark Wainwright","startTime":1904.167,"endTime":1904.387,"body":"this"},{"speaker":"Mark Wainwright","startTime":1904.387,"endTime":1904.907,"body":"resonate,"},{"speaker":"Mark Wainwright","startTime":1904.947,"endTime":1905.207,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1905.207,"endTime":1905.377,"body":"Is"},{"speaker":"Mark Wainwright","startTime":1905.377,"endTime":1905.917,"body":"this,"},{"speaker":"Mark Wainwright","startTime":1905.967,"endTime":1906.687,"body":"relevant"},{"speaker":"Mark Wainwright","startTime":1906.687,"endTime":1906.787,"body":"and"},{"speaker":"Mark Wainwright","startTime":1906.787,"endTime":1907.277,"body":"important"},{"speaker":"Mark Wainwright","startTime":1907.277,"endTime":1907.387,"body":"to"},{"speaker":"Mark Wainwright","startTime":1907.387,"endTime":1907.517,"body":"your"},{"speaker":"Mark Wainwright","startTime":1907.517,"endTime":1907.977,"body":"industry"},{"speaker":"Mark Wainwright","startTime":1907.977,"endTime":1908.337,"body":"now"},{"speaker":"Mark Wainwright","startTime":1908.337,"endTime":1908.627,"body":"and"},{"speaker":"Mark Wainwright","startTime":1908.767,"endTime":1908.957,"body":"in"},{"speaker":"Mark Wainwright","startTime":1908.957,"endTime":1909.067,"body":"the"},{"speaker":"Mark Wainwright","startTime":1909.067,"endTime":1909.717,"body":"future?"},{"speaker":"Mark Wainwright","startTime":1910.037,"endTime":1910.507,"body":"And"},{"speaker":"Mark Wainwright","startTime":1910.707,"endTime":1910.947,"body":"is"},{"speaker":"Mark Wainwright","startTime":1910.947,"endTime":1911.137,"body":"this"},{"speaker":"Mark Wainwright","startTime":1911.147,"endTime":1911.617,"body":"valuable"},{"speaker":"Mark Wainwright","startTime":1911.617,"endTime":1912.487,"body":"information"},{"speaker":"Mark Wainwright","startTime":1912.497,"endTime":1912.897,"body":"that,"},{"speaker":"Mark Wainwright","startTime":1913.067,"endTime":1913.237,"body":"we"},{"speaker":"Mark Wainwright","startTime":1913.237,"endTime":1913.407,"body":"could"},{"speaker":"Mark Wainwright","startTime":1913.407,"endTime":1913.787,"body":"share"},{"speaker":"Mark Wainwright","startTime":1913.787,"endTime":1914.097,"body":"with,"},{"speaker":"Mark Wainwright","startTime":1914.277,"endTime":1914.687,"body":"people"},{"speaker":"Mark Wainwright","startTime":1914.897,"endTime":1915.377,"body":"outside"},{"speaker":"Mark Wainwright","startTime":1915.377,"endTime":1915.477,"body":"of"},{"speaker":"Mark Wainwright","startTime":1915.477,"endTime":1915.637,"body":"your"},{"speaker":"Mark Wainwright","startTime":1915.637,"endTime":1916.377,"body":"organization,"},{"speaker":"Mark Wainwright","startTime":1916.797,"endTime":1916.977,"body":"and"},{"speaker":"Mark Wainwright","startTime":1916.977,"endTime":1917.067,"body":"they"},{"speaker":"Mark Wainwright","startTime":1917.067,"endTime":1917.237,"body":"would"},{"speaker":"Mark Wainwright","startTime":1917.287,"endTime":1917.497,"body":"Find"},{"speaker":"Mark Wainwright","startTime":1917.497,"endTime":1917.607,"body":"it"},{"speaker":"Mark Wainwright","startTime":1917.607,"endTime":1918.147,"body":"useful,"},{"speaker":"Mark Wainwright","startTime":1918.417,"endTime":1918.717,"body":"and"},{"speaker":"Mark Wainwright","startTime":1918.727,"endTime":1919.007,"body":"hopefully,"},{"speaker":"Mark Wainwright","startTime":1919.007,"endTime":1919.057,"body":"you"},{"speaker":"Mark Wainwright","startTime":1919.057,"endTime":1919.197,"body":"they"},{"speaker":"Mark Wainwright","startTime":1919.197,"endTime":1919.407,"body":"can"},{"speaker":"Mark Wainwright","startTime":1919.417,"endTime":1919.767,"body":"provide"},{"speaker":"Mark Wainwright","startTime":1919.767,"endTime":1919.907,"body":"some"},{"speaker":"Mark Wainwright","startTime":1919.937,"endTime":1920.317,"body":"edits"},{"speaker":"Mark Wainwright","startTime":1920.317,"endTime":1920.447,"body":"and"},{"speaker":"Mark Wainwright","startTime":1920.447,"endTime":1920.597,"body":"some"},{"speaker":"Mark Wainwright","startTime":1920.597,"endTime":1921.017,"body":"comments"},{"speaker":"Mark Wainwright","startTime":1921.017,"endTime":1921.107,"body":"and"},{"speaker":"Mark Wainwright","startTime":1921.107,"endTime":1921.327,"body":"things"},{"speaker":"Mark Wainwright","startTime":1921.327,"endTime":1921.477,"body":"like"},{"speaker":"Mark Wainwright","startTime":1921.477,"endTime":1921.767,"body":"that."},{"speaker":"Mark Wainwright","startTime":1921.767,"endTime":1922.137,"body":"Again,"},{"speaker":"Mark Wainwright","startTime":1922.137,"endTime":1922.277,"body":"that's"},{"speaker":"Mark Wainwright","startTime":1922.277,"endTime":1922.397,"body":"the"},{"speaker":"Mark Wainwright","startTime":1922.397,"endTime":1922.827,"body":"great"},{"speaker":"Mark Wainwright","startTime":1922.837,"endTime":1923.117,"body":"part"},{"speaker":"Mark Wainwright","startTime":1923.127,"endTime":1923.517,"body":"here"},{"speaker":"Mark Wainwright","startTime":1923.517,"endTime":1923.967,"body":"about,"},{"speaker":"Mark Wainwright","startTime":1924.017,"endTime":1924.467,"body":"growing"},{"speaker":"Mark Wainwright","startTime":1924.467,"endTime":1924.597,"body":"in"},{"speaker":"Mark Wainwright","startTime":1924.597,"endTime":1924.887,"body":"this"},{"speaker":"Mark Wainwright","startTime":1924.897,"endTime":1925.417,"body":"focused"},{"speaker":"Mark Wainwright","startTime":1925.417,"endTime":1925.837,"body":"way"},{"speaker":"Mark Wainwright","startTime":1925.837,"endTime":1926.047,"body":"is"},{"speaker":"Mark Wainwright","startTime":1926.057,"endTime":1926.297,"body":"that"},{"speaker":"Mark Wainwright","startTime":1926.837,"endTime":1927.047,"body":"you"},{"speaker":"Mark Wainwright","startTime":1927.047,"endTime":1927.207,"body":"can"},{"speaker":"Mark Wainwright","startTime":1927.207,"endTime":1927.757,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1927.757,"endTime":1927.887,"body":"and"},{"speaker":"Mark Wainwright","startTime":1927.887,"endTime":1928.037,"body":"then"},{"speaker":"Mark Wainwright","startTime":1928.037,"endTime":1928.467,"body":"test"},{"speaker":"Mark Wainwright","startTime":1928.467,"endTime":1928.677,"body":"this"},{"speaker":"Mark Wainwright","startTime":1928.677,"endTime":1929.317,"body":"content"},{"speaker":"Mark Wainwright","startTime":1929.347,"endTime":1929.637,"body":"with"},{"speaker":"Mark Wainwright","startTime":1929.647,"endTime":1929.857,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1929.857,"endTime":1930.017,"body":"of"},{"speaker":"Mark Wainwright","startTime":1930.017,"endTime":1930.387,"body":"your"},{"speaker":"Mark Wainwright","startTime":1930.407,"endTime":1930.927,"body":"existing"},{"speaker":"Mark Wainwright","startTime":1930.927,"endTime":1931.467,"body":"network"},{"speaker":"Mark Wainwright","startTime":1931.927,"endTime":1932.117,"body":"and"},{"speaker":"Mark Wainwright","startTime":1932.117,"endTime":1932.257,"body":"then"},{"speaker":"Mark Wainwright","startTime":1932.267,"endTime":1932.527,"body":"use"},{"speaker":"Mark Wainwright","startTime":1932.527,"endTime":1932.627,"body":"it."},{"speaker":"Mark Wainwright","startTime":1933.112,"endTime":1933.282,"body":"To"},{"speaker":"Mark Wainwright","startTime":1933.282,"endTime":1933.902,"body":"expand,"},{"speaker":"John Tyreman","startTime":1934.038,"endTime":1934.578,"body":"So"},{"speaker":"John Tyreman","startTime":1934.828,"endTime":1935.168,"body":"step"},{"speaker":"John Tyreman","startTime":1935.168,"endTime":1935.388,"body":"one,"},{"speaker":"John Tyreman","startTime":1935.388,"endTime":1936.098,"body":"identify"},{"speaker":"John Tyreman","startTime":1936.108,"endTime":1936.258,"body":"the"},{"speaker":"John Tyreman","startTime":1936.258,"endTime":1936.688,"body":"segments"},{"speaker":"John Tyreman","startTime":1936.688,"endTime":1936.788,"body":"to"},{"speaker":"John Tyreman","startTime":1936.788,"endTime":1936.978,"body":"go"},{"speaker":"John Tyreman","startTime":1936.978,"endTime":1937.448,"body":"after"},{"speaker":"John Tyreman","startTime":1937.448,"endTime":1937.768,"body":"step"},{"speaker":"John Tyreman","startTime":1937.768,"endTime":1938.268,"body":"to"},{"speaker":"John Tyreman","startTime":1938.268,"endTime":1938.698,"body":"figure"},{"speaker":"John Tyreman","startTime":1938.698,"endTime":1938.968,"body":"out"},{"speaker":"John Tyreman","startTime":1938.978,"endTime":1939.238,"body":"what"},{"speaker":"John Tyreman","startTime":1939.238,"endTime":1939.438,"body":"that"},{"speaker":"John Tyreman","startTime":1939.438,"endTime":1939.888,"body":"focused"},{"speaker":"John Tyreman","startTime":1939.888,"endTime":1940.278,"body":"offer"},{"speaker":"John Tyreman","startTime":1940.278,"endTime":1940.688,"body":"is,"},{"speaker":"John Tyreman","startTime":1941.008,"endTime":1941.288,"body":"and"},{"speaker":"John Tyreman","startTime":1941.288,"endTime":1941.608,"body":"then"},{"speaker":"John Tyreman","startTime":1941.638,"endTime":1941.988,"body":"find"},{"speaker":"John Tyreman","startTime":1941.988,"endTime":1942.028,"body":"a"},{"speaker":"John Tyreman","startTime":1942.028,"endTime":1942.208,"body":"way"},{"speaker":"John Tyreman","startTime":1942.208,"endTime":1942.308,"body":"to"},{"speaker":"John Tyreman","startTime":1942.308,"endTime":1942.758,"body":"develop"},{"speaker":"John Tyreman","startTime":1942.768,"endTime":1942.858,"body":"the"},{"speaker":"John Tyreman","startTime":1942.858,"endTime":1943.498,"body":"content,"},{"speaker":"John Tyreman","startTime":1943.508,"endTime":1943.778,"body":"to,"},{"speaker":"John Tyreman","startTime":1944.238,"endTime":1944.718,"body":"bring"},{"speaker":"John Tyreman","startTime":1944.728,"endTime":1945.568,"body":"visibility"},{"speaker":"John Tyreman","startTime":1945.568,"endTime":1946.098,"body":"toward"},{"speaker":"John Tyreman","startTime":1946.118,"endTime":1946.278,"body":"that"},{"speaker":"John Tyreman","startTime":1946.278,"endTime":1946.588,"body":"offer"},{"speaker":"John Tyreman","startTime":1946.588,"endTime":1946.698,"body":"and"},{"speaker":"John Tyreman","startTime":1946.708,"endTime":1946.888,"body":"have"},{"speaker":"John Tyreman","startTime":1946.888,"endTime":1947.018,"body":"that"},{"speaker":"John Tyreman","startTime":1947.028,"endTime":1947.208,"body":"be"},{"speaker":"John Tyreman","startTime":1947.208,"endTime":1947.288,"body":"a"},{"speaker":"John Tyreman","startTime":1947.288,"endTime":1947.538,"body":"call"},{"speaker":"John Tyreman","startTime":1947.538,"endTime":1947.668,"body":"to"},{"speaker":"John Tyreman","startTime":1947.668,"endTime":1948.118,"body":"action"},{"speaker":"John Tyreman","startTime":1948.118,"endTime":1948.378,"body":"within"},{"speaker":"John Tyreman","startTime":1948.378,"endTime":1948.478,"body":"the"},{"speaker":"John Tyreman","startTime":1948.478,"endTime":1949.038,"body":"content"},{"speaker":"John Tyreman","startTime":1949.048,"endTime":1949.268,"body":"is,"},{"speaker":"John Tyreman","startTime":1949.268,"endTime":1949.468,"body":"Hey,"},{"speaker":"John Tyreman","startTime":1949.468,"endTime":1949.668,"body":"take"},{"speaker":"John Tyreman","startTime":1949.668,"endTime":1949.758,"body":"the"},{"speaker":"John Tyreman","startTime":1949.758,"endTime":1949.928,"body":"next"},{"speaker":"John Tyreman","startTime":1949.938,"endTime":1950.358,"body":"step."},{"speaker":"John Tyreman","startTime":1950.698,"endTime":1950.858,"body":"Let's"},{"speaker":"John Tyreman","startTime":1950.858,"endTime":1950.988,"body":"have"},{"speaker":"John Tyreman","startTime":1950.988,"endTime":1951.028,"body":"a"},{"speaker":"John Tyreman","startTime":1951.028,"endTime":1951.808,"body":"conversation"},{"speaker":"John Tyreman","startTime":1951.818,"endTime":1952.338,"body":"around,"},{"speaker":"John Tyreman","startTime":1952.628,"endTime":1952.728,"body":"you"},{"speaker":"John Tyreman","startTime":1952.728,"endTime":1952.828,"body":"know,"},{"speaker":"John Tyreman","startTime":1952.828,"endTime":1953.188,"body":"how"},{"speaker":"John Tyreman","startTime":1953.438,"endTime":1953.598,"body":"we"},{"speaker":"John Tyreman","startTime":1953.598,"endTime":1953.718,"body":"can"},{"speaker":"John Tyreman","startTime":1953.718,"endTime":1954.148,"body":"explore"},{"speaker":"John Tyreman","startTime":1954.148,"endTime":1954.538,"body":"this"},{"speaker":"John Tyreman","startTime":1954.668,"endTime":1955.178,"body":"focused."},{"speaker":"John Tyreman","startTime":1955.558,"endTime":1956.088,"body":"Offer"},{"speaker":"John Tyreman","startTime":1956.358,"endTime":1956.518,"body":"for"},{"speaker":"John Tyreman","startTime":1956.518,"endTime":1956.898,"body":"you."},{"speaker":"Mark Wainwright","startTime":1956.898,"endTime":1957.198,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1957.278,"endTime":1957.808,"body":"Again,"},{"speaker":"Mark Wainwright","startTime":1957.808,"endTime":1957.998,"body":"this"},{"speaker":"Mark Wainwright","startTime":1958.008,"endTime":1958.288,"body":"is,"},{"speaker":"Mark Wainwright","startTime":1958.508,"endTime":1958.658,"body":"this"},{"speaker":"Mark Wainwright","startTime":1958.658,"endTime":1958.808,"body":"is"},{"speaker":"Mark Wainwright","startTime":1958.808,"endTime":1959.068,"body":"all"},{"speaker":"Mark Wainwright","startTime":1959.078,"endTime":1959.308,"body":"done"},{"speaker":"Mark Wainwright","startTime":1959.308,"endTime":1959.488,"body":"in,"},{"speaker":"Mark Wainwright","startTime":1959.518,"endTime":1960.368,"body":"collaboration"},{"speaker":"Mark Wainwright","startTime":1960.368,"endTime":1960.578,"body":"with"},{"speaker":"Mark Wainwright","startTime":1960.608,"endTime":1960.758,"body":"your"},{"speaker":"Mark Wainwright","startTime":1960.758,"endTime":1961.208,"body":"network"},{"speaker":"Mark Wainwright","startTime":1961.208,"endTime":1961.308,"body":"in"},{"speaker":"Mark Wainwright","startTime":1961.308,"endTime":1961.488,"body":"this"},{"speaker":"Mark Wainwright","startTime":1961.498,"endTime":1961.938,"body":"particular"},{"speaker":"Mark Wainwright","startTime":1961.938,"endTime":1962.398,"body":"market,"},{"speaker":"Mark Wainwright","startTime":1962.648,"endTime":1962.818,"body":"you"},{"speaker":"Mark Wainwright","startTime":1962.828,"endTime":1963.238,"body":"just,"},{"speaker":"Mark Wainwright","startTime":1963.838,"endTime":1964.088,"body":"any"},{"speaker":"Mark Wainwright","startTime":1964.088,"endTime":1964.328,"body":"type"},{"speaker":"Mark Wainwright","startTime":1964.328,"endTime":1964.418,"body":"of"},{"speaker":"Mark Wainwright","startTime":1964.418,"endTime":1964.718,"body":"planning"},{"speaker":"Mark Wainwright","startTime":1964.718,"endTime":1965.558,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":1965.748,"endTime":1966.038,"body":"that"},{"speaker":"Mark Wainwright","startTime":1966.038,"endTime":1966.308,"body":"you"},{"speaker":"Mark Wainwright","startTime":1966.308,"endTime":1966.758,"body":"try"},{"speaker":"Mark Wainwright","startTime":1966.778,"endTime":1966.988,"body":"to"},{"speaker":"Mark Wainwright","startTime":1966.988,"endTime":1967.618,"body":"develop"},{"speaker":"Mark Wainwright","startTime":1967.618,"endTime":1967.838,"body":"and"},{"speaker":"Mark Wainwright","startTime":1967.838,"endTime":1968.128,"body":"then"},{"speaker":"Mark Wainwright","startTime":1968.218,"endTime":1968.858,"body":"execute"},{"speaker":"Mark Wainwright","startTime":1968.858,"endTime":1969.308,"body":"on"},{"speaker":"Mark Wainwright","startTime":1969.818,"endTime":1970.368,"body":"is"},{"speaker":"Mark Wainwright","startTime":1970.378,"endTime":1970.648,"body":"so"},{"speaker":"Mark Wainwright","startTime":1970.648,"endTime":1971.098,"body":"much"},{"speaker":"Mark Wainwright","startTime":1971.328,"endTime":1971.878,"body":"better"},{"speaker":"Mark Wainwright","startTime":1971.968,"endTime":1972.208,"body":"when"},{"speaker":"Mark Wainwright","startTime":1972.208,"endTime":1972.308,"body":"it"},{"speaker":"Mark Wainwright","startTime":1972.318,"endTime":1972.758,"body":"has"},{"speaker":"Mark Wainwright","startTime":1972.758,"endTime":1972.978,"body":"sort"},{"speaker":"Mark Wainwright","startTime":1972.978,"endTime":1973.108,"body":"of"},{"speaker":"Mark Wainwright","startTime":1973.118,"endTime":1973.518,"body":"the"},{"speaker":"Mark Wainwright","startTime":1973.528,"endTime":1974.058,"body":"voice"},{"speaker":"Mark Wainwright","startTime":1974.088,"endTime":1974.258,"body":"of"},{"speaker":"Mark Wainwright","startTime":1974.268,"endTime":1974.808,"body":"the"},{"speaker":"Mark Wainwright","startTime":1975.018,"endTime":1975.628,"body":"customer"},{"speaker":"Mark Wainwright","startTime":1975.628,"endTime":1975.818,"body":"or"},{"speaker":"Mark Wainwright","startTime":1975.818,"endTime":1975.928,"body":"the"},{"speaker":"Mark Wainwright","startTime":1975.928,"endTime":1976.228,"body":"voice"},{"speaker":"Mark Wainwright","startTime":1976.228,"endTime":1976.338,"body":"of"},{"speaker":"Mark Wainwright","startTime":1976.338,"endTime":1976.428,"body":"the"},{"speaker":"Mark Wainwright","startTime":1976.428,"endTime":1976.928,"body":"client"},{"speaker":"Mark Wainwright","startTime":1976.958,"endTime":1977.148,"body":"and"},{"speaker":"Mark Wainwright","startTime":1977.238,"endTime":1977.458,"body":"in"},{"speaker":"Mark Wainwright","startTime":1977.458,"endTime":1977.598,"body":"it,"},{"speaker":"Mark Wainwright","startTime":1977.638,"endTime":1977.978,"body":"right?"},{"speaker":"Mark Wainwright","startTime":1977.978,"endTime":1978.298,"body":"So,"},{"speaker":"Mark Wainwright","startTime":1978.918,"endTime":1979.308,"body":"early"},{"speaker":"Mark Wainwright","startTime":1979.308,"endTime":1979.448,"body":"and"},{"speaker":"Mark Wainwright","startTime":1979.468,"endTime":1980.308,"body":"often"},{"speaker":"Mark Wainwright","startTime":1980.518,"endTime":1980.678,"body":"you"},{"speaker":"Mark Wainwright","startTime":1980.678,"endTime":1980.708,"body":"need"},{"speaker":"Mark Wainwright","startTime":1980.818,"endTime":1980.918,"body":"to"},{"speaker":"Mark Wainwright","startTime":1980.918,"endTime":1981.138,"body":"bring"},{"speaker":"Mark Wainwright","startTime":1981.138,"endTime":1981.368,"body":"your"},{"speaker":"Mark Wainwright","startTime":1981.588,"endTime":1982.458,"body":"Clients"},{"speaker":"Mark Wainwright","startTime":1982.518,"endTime":1982.618,"body":"or"},{"speaker":"Mark Wainwright","startTime":1982.618,"endTime":1982.768,"body":"your"},{"speaker":"Mark Wainwright","startTime":1982.768,"endTime":1983.728,"body":"contacts"},{"speaker":"Mark Wainwright","startTime":1983.728,"endTime":1984.098,"body":"into"},{"speaker":"Mark Wainwright","startTime":1984.098,"endTime":1984.298,"body":"this"},{"speaker":"Mark Wainwright","startTime":1984.308,"endTime":1984.638,"body":"planning"},{"speaker":"Mark Wainwright","startTime":1984.638,"endTime":1985.168,"body":"exercise"},{"speaker":"Mark Wainwright","startTime":1985.168,"endTime":1985.298,"body":"to"},{"speaker":"Mark Wainwright","startTime":1985.298,"endTime":1985.998,"body":"constantly"},{"speaker":"Mark Wainwright","startTime":1986.228,"endTime":1986.648,"body":"test"},{"speaker":"Mark Wainwright","startTime":1986.648,"endTime":1986.818,"body":"and"},{"speaker":"Mark Wainwright","startTime":1986.818,"endTime":1987.488,"body":"refine"},{"speaker":"Mark Wainwright","startTime":1987.718,"endTime":1987.908,"body":"your"},{"speaker":"Mark Wainwright","startTime":1987.918,"endTime":1988.458,"body":"message,"},{"speaker":"Mark Wainwright","startTime":1988.468,"endTime":1988.598,"body":"your"},{"speaker":"Mark Wainwright","startTime":1988.618,"endTime":1989.298,"body":"offer"},{"speaker":"Mark Wainwright","startTime":1989.298,"endTime":1989.508,"body":"so"},{"speaker":"Mark Wainwright","startTime":1989.508,"endTime":1989.678,"body":"that"},{"speaker":"Mark Wainwright","startTime":1989.688,"endTime":1990.438,"body":"ultimately"},{"speaker":"Mark Wainwright","startTime":1990.658,"endTime":1990.868,"body":"you"},{"speaker":"Mark Wainwright","startTime":1990.868,"endTime":1990.968,"body":"can"},{"speaker":"Mark Wainwright","startTime":1990.968,"endTime":1991.348,"body":"create"},{"speaker":"Mark Wainwright","startTime":1991.348,"endTime":1991.798,"body":"something"},{"speaker":"Mark Wainwright","startTime":1991.808,"endTime":1992.078,"body":"that"},{"speaker":"Mark Wainwright","startTime":1992.078,"endTime":1992.378,"body":"is"},{"speaker":"Mark Wainwright","startTime":1992.638,"endTime":1992.978,"body":"really,"},{"speaker":"Mark Wainwright","startTime":1992.978,"endTime":1993.248,"body":"really"},{"speaker":"Mark Wainwright","startTime":1993.248,"endTime":1994.038,"body":"compelling"},{"speaker":"Mark Wainwright","startTime":1994.438,"endTime":1994.838,"body":"to"},{"speaker":"Mark Wainwright","startTime":1994.858,"endTime":1995.058,"body":"new"},{"speaker":"Mark Wainwright","startTime":1995.058,"endTime":1995.608,"body":"perspective"},{"speaker":"Mark Wainwright","startTime":1995.608,"endTime":1996.048,"body":"clients"},{"speaker":"Mark Wainwright","startTime":1996.048,"endTime":1996.168,"body":"in"},{"speaker":"Mark Wainwright","startTime":1996.168,"endTime":1996.318,"body":"the"},{"speaker":"Mark Wainwright","startTime":1996.328,"endTime":1997.118,"body":"industry."},{"speaker":"Mark Wainwright","startTime":1997.398,"endTime":1997.908,"body":"And"},{"speaker":"Mark Wainwright","startTime":1997.998,"endTime":1998.348,"body":"hopefully"},{"speaker":"Mark Wainwright","startTime":1998.348,"endTime":1998.478,"body":"it's"},{"speaker":"Mark Wainwright","startTime":1998.478,"endTime":1998.548,"body":"a"},{"speaker":"Mark Wainwright","startTime":1998.548,"endTime":1998.878,"body":"simple"},{"speaker":"Mark Wainwright","startTime":1998.878,"endTime":1999.178,"body":"yes"},{"speaker":"Mark Wainwright","startTime":1999.188,"endTime":1999.318,"body":"for"},{"speaker":"Mark Wainwright","startTime":1999.318,"endTime":1999.538,"body":"them."},{"speaker":"John Tyreman","startTime":1999.798,"endTime":1999.908,"body":"Well,"},{"speaker":"John Tyreman","startTime":1999.908,"endTime":2000.058,"body":"this"},{"speaker":"John Tyreman","startTime":2000.058,"endTime":2000.188,"body":"has"},{"speaker":"John Tyreman","startTime":2000.188,"endTime":2000.368,"body":"been"},{"speaker":"John Tyreman","startTime":2000.368,"endTime":2000.608,"body":"great,"},{"speaker":"John Tyreman","startTime":2000.608,"endTime":2000.828,"body":"Mark."},{"speaker":"John Tyreman","startTime":2000.828,"endTime":2000.878,"body":"I"},{"speaker":"John Tyreman","startTime":2000.888,"endTime":2001.038,"body":"think"},{"speaker":"John Tyreman","startTime":2001.038,"endTime":2001.178,"body":"this"},{"speaker":"John Tyreman","startTime":2001.178,"endTime":2001.278,"body":"has"},{"speaker":"John Tyreman","startTime":2001.278,"endTime":2001.418,"body":"been"},{"speaker":"John Tyreman","startTime":2001.418,"endTime":2001.458,"body":"a"},{"speaker":"John Tyreman","startTime":2001.458,"endTime":2001.688,"body":"great"},{"speaker":"John Tyreman","startTime":2001.688,"endTime":2002.398,"body":"conversation"},{"speaker":"John Tyreman","startTime":2002.398,"endTime":2002.818,"body":"around"},{"speaker":"John Tyreman","startTime":2002.828,"endTime":2003.258,"body":"segment"},{"speaker":"John Tyreman","startTime":2003.258,"endTime":2003.698,"body":"development"},{"speaker":"John Tyreman","startTime":2003.698,"endTime":2004.138,"body":"plans"},{"speaker":"John Tyreman","startTime":2004.138,"endTime":2004.298,"body":"and"},{"speaker":"John Tyreman","startTime":2004.298,"endTime":2004.698,"body":"how"},{"speaker":"John Tyreman","startTime":2005.218,"endTime":2006.008,"body":"experts"},{"speaker":"John Tyreman","startTime":2006.428,"endTime":2006.958,"body":"firms,"},{"speaker":"John Tyreman","startTime":2006.988,"endTime":2007.708,"body":"practitioners,"},{"speaker":"John Tyreman","startTime":2007.708,"endTime":2008.028,"body":"business"},{"speaker":"John Tyreman","startTime":2008.028,"endTime":2008.608,"body":"developers"},{"speaker":"John Tyreman","startTime":2008.608,"endTime":2008.728,"body":"of"},{"speaker":"John Tyreman","startTime":2008.728,"endTime":2008.878,"body":"all"},{"speaker":"John Tyreman","startTime":2008.878,"endTime":2009.438,"body":"stripes"},{"speaker":"John Tyreman","startTime":2009.468,"endTime":2009.898,"body":"can"},{"speaker":"John Tyreman","startTime":2010.338,"endTime":2010.748,"body":"start"},{"speaker":"John Tyreman","startTime":2010.748,"endTime":2011.128,"body":"to"},{"speaker":"John Tyreman","startTime":2011.128,"endTime":2011.948,"body":"reinforce"},{"speaker":"John Tyreman","startTime":2011.948,"endTime":2012.158,"body":"their"},{"speaker":"John Tyreman","startTime":2012.158,"endTime":2012.678,"body":"brand"},{"speaker":"John Tyreman","startTime":2012.678,"endTime":2012.838,"body":"and"},{"speaker":"John Tyreman","startTime":2012.838,"endTime":2013.218,"body":"become"},{"speaker":"John Tyreman","startTime":2013.218,"endTime":2013.468,"body":"more"},{"speaker":"John Tyreman","startTime":2013.468,"endTime":2013.688,"body":"well"},{"speaker":"John Tyreman","startTime":2013.688,"endTime":2013.938,"body":"known"},{"speaker":"John Tyreman","startTime":2013.938,"endTime":2014.078,"body":"and"},{"speaker":"John Tyreman","startTime":2014.078,"endTime":2014.568,"body":"attract"},{"speaker":"John Tyreman","startTime":2014.578,"endTime":2014.818,"body":"more"},{"speaker":"John Tyreman","startTime":2014.818,"endTime":2015.578,"body":"clients"},{"speaker":"John Tyreman","startTime":2015.818,"endTime":2016.028,"body":"and"},{"speaker":"John Tyreman","startTime":2016.028,"endTime":2016.738,"body":"create"},{"speaker":"John Tyreman","startTime":2016.948,"endTime":2017.068,"body":"the"},{"speaker":"John Tyreman","startTime":2017.068,"endTime":2017.398,"body":"kind"},{"speaker":"John Tyreman","startTime":2017.398,"endTime":2017.718,"body":"of"},{"speaker":"John Tyreman","startTime":2018.178,"endTime":2018.678,"body":"business"},{"speaker":"John Tyreman","startTime":2018.688,"endTime":2018.858,"body":"that"},{"speaker":"John Tyreman","startTime":2018.858,"endTime":2019.018,"body":"they"},{"speaker":"John Tyreman","startTime":2019.018,"endTime":2019.298,"body":"really"},{"speaker":"John Tyreman","startTime":2019.298,"endTime":2019.658,"body":"want"},{"speaker":"John Tyreman","startTime":2019.788,"endTime":2019.958,"body":"with"},{"speaker":"John Tyreman","startTime":2019.958,"endTime":2020.038,"body":"the"},{"speaker":"John Tyreman","startTime":2020.038,"endTime":2020.338,"body":"clients"},{"speaker":"John Tyreman","startTime":2020.338,"endTime":2020.448,"body":"they"},{"speaker":"John Tyreman","startTime":2020.448,"endTime":2020.598,"body":"want"},{"speaker":"John Tyreman","startTime":2020.598,"endTime":2020.658,"body":"to"},{"speaker":"John Tyreman","startTime":2020.658,"endTime":2020.858,"body":"work"},{"speaker":"John Tyreman","startTime":2020.858,"endTime":2021.128,"body":"with"},{"speaker":"Mark Wainwright","startTime":2021.828,"endTime":2022.418,"body":"Agreed"},{"speaker":"Mark Wainwright","startTime":2022.998,"endTime":2023.298,"body":"until"},{"speaker":"Mark Wainwright","startTime":2023.298,"endTime":2023.508,"body":"next"},{"speaker":"Mark Wainwright","startTime":2023.508,"endTime":2023.698,"body":"time,"},{"speaker":"Mark Wainwright","startTime":2023.698,"endTime":2023.838,"body":"John."},{"speaker":"John Tyreman","startTime":2024.268,"endTime":2024.578,"body":"until"},{"speaker":"John Tyreman","startTime":2024.578,"endTime":2024.798,"body":"next"},{"speaker":"John Tyreman","startTime":2024.798,"endTime":2025.118,"body":"time."}]}